9513.pdf

MARKETING PLAN 

FOR 

PELLETED AND CRUMBLED 

COMPOSTED muLTRY MANURE 

PRODUCT 

JUNE, 1995 

Prepared by: 

ZBEETNOFF CONSULTING 

Suite #1 -1365 Johnston Road 

White Rock, BC 

V4B 323 

In AssociationWith: 

D.H. Lauriente Consultants Ltd. View West Marketing Inc. 

451 East 8th Avenue 3367 Wishart Road 

New Westminster, BC Victoria, BC 

V3L 4K9 V9C 1R6 

Disclaimed This repoxtcontains informationthatwas collected under contrad to the Depatment of Environment, 

Pacific and Yukon Region. The reportrepremntsthe opinion of the authorsalone ad should not be considered to 

reflect the policy or position of I!aviromnentCanada.

Pelleted and Crumbled, Composted Pouloy Manure Marketing Plan Z3ecuh”veSummary 

ACKNOWLEDGEMENT 

This studyhas been fundedby the Fraser RiverActionPlan administeredby Environment Canada. 

The authors would like to thank the steering committee, consisting of federal and provincial 

governmentofficials and private industry, for guiding this research effort. The members of the 

steering committee are: 

Mr. Horst Romani, Ai.rcompEngineering 

Mr. Fayyaz Elahi, Aircomp Engineering 

Mr. Stan Loewen, Coast Agri 

Mr. Stewart Paulson, British Columbia Ministry of Agriculture, Fisheries and Food 

Dr. John Paul, Agriculture and Agri-Food Canada 

Mr. Roger McNeill, Environment Canada 

I Zbeetnofl Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Marketing Plan fiecun”ve Summury 

1.0 INTRODUCTION 

EXECUTIVE SUMMARY 

In 1994, the Canada-BritishColumbiaGreenPlan for agriculture commissioned a studyl to assess 

the markt potential for poultry waste generated in the lower Fraser Valley of B.C. The impetus 

for that studyoriginated from environmental concerns over the quantities of poultry waste being 

produced and disposed of in relation to the local carrying capacity of the land. 

Oneof the end use markets identified in the Ference-Weicker and Co. report was a value added 

fertiker market for a pelletedcompostedpoultry manureproduct. The current study, in the form 

of a detailed marketing plan, looks at this market with the objective of stimulating potential 

investorsand entrepreneursto develop a poultry manure pelleting and comporting industry in the 

lower mainlandof B.C. Developmentof this industry, in turn, will provide an alternative use of 

poultry wastes and alleviate some of environmental concerns associated with current manure 

disposal methods. 

2.0 REPORT OUTLINE 

This report consists of three sections. 

Section 1 is the Marketing Plan. 

Section2 is p-ted as AppendixI in this document. It is a market research report detailing our 

investigativefindingsof the products, sources of supply, and volume of demand for slow release 

fertilkr products. The findingsservedas the basis for developingthe marketing plan for pelleted 

and crumbled, composted poultry mannure. AppendixI contains the following: 

● a discussion of slow release product deftitions and nomenclature 

s a descriptionof slow release fertilizer products and producers in the marketplace 

● an evaluation of product characteristics in relation market segments 

● prices of competing organic fertilizer products 

● estimatesof the potential B.C. market for pelleted and crumbled, poultry manure 

● list of contacts 

Section 3 of this report is Appendix II. Appendix II contains retail price estimates of different - 

1 Feremx-Weicker nod Co. options to Remove PoultryManurefromthe Fraser Valley, 1994. 

II Zbeetnof Consulting, 1995

Pelleted and Crumbled, Chposted Poultry Manure Marketing Plan tiecw”ve Summary 

hypothetical fertilizer blends containing pelleted and crumbled, composted poultry manure 

product. Three products are designed, which correspond to the nutrient analyses of popular 

products in the home and garden retail market segment. 

300 STATEMENT OF OPPORTUNITY 

An opportunity exists to pellet and crumble properly composted poultry manure and sell the 

resulting product as an organic fertdizer. 

The reviewwhichhas goneinto the developmentof this plan has uncovered much information on 

the growth of the organic fertilizr market, the competition that exists both in Canada and the 

USA and the expectations that distributors and retailers have for organic fertilizer products. 

Having gone through this process it is our belief that the statement of opportunity is correct 

although the level of local opportunity (IIC tonnage) and selling price appear to be lower than 

wereoriginallyanticipated. With proper developmentof the product, sufficient research to prove 

up the product and an aggresive marketingcampaignto secure markets beyond British Columbia 

the volumes needed to utilize the planned 24,000 ton plant should be marketable at the planned 

$100 to $150 selling price. 

4.0 FACTORS TO CONSIDER 

There are a number of identifiablef-rs which need to be considered in developing a marketing 

plan for PCCPM. These are outlined in the body of the marketing plan and set the tone for the 

directions that the plan must take. 

5.0 MEASURABLE OBJECTIVES 

The objectives cover the requirements to: 

s obtain raw material for the process 

s produce properly made composts 

● process the composts into top quality finishedproducts 

● conduct research to prove up the products 

● wry out the marketing plan to develop markets with all industry segments 

● create reasonable profit for the operation 

III Zbeetnqftinsulting, 1995

Pelleted and Crumbled, Composted Pouhy Manure Marketing Plan Execw”ve Summary 

6.0 MARKET SEGMENTATION 

There are a number of identifiable markets for PCCPM within the BC region. This plan looks 

a~ 

1. Fertilizer blenders 

2. Commercial organic producers 

3. Retail home garden centres & fertilizer distributors 

4. Vegetable market gardeners 

5. Landscapers and lawn care fimlS 

6. Golf course superintendents 

7. 

8. 

Recreation facility and parks managers 

Conventional farmers 

, 

9. Service clubs - as fund raising initiative 

Each of these market segments have particular characteristics and key persons, groups or 

formation that influence them in their buying decisions. Examples are fertikr blenders who: 

● are knowledgeable about the market 

● are profit oriented 

● are concerned about image 

● are competitive 

● want products which will allow formulation for established markets 

s want ‘zero” problems relating to burn 

In turn they are influenced by: 

● customers 

● other fertilizer trade members 

● researchers 

● their profit and loss statement 

Each of these market segments are reviewed to determine these characteristics for use in 

developing individual marketing strategies. 

7.0 ENVIRONMENTAL ASSESSMENT 

The environmental assessment reviews the trends ‘withinthe social structure and the economy 

which will have an effect on the development and profitability of the product and markets. An 

example was put forth by one of the proponents when questionedas to why a plant such as this 

wouldnot be built in California rather than British Columbia. His answer was that in California 

IV Zbeetnq$ Clwwdting, 1995

Pelleted and Crumbled, Composted Poultry Manure Marketing Plan Etecw”ve Summary 

a plant suchas this wouldbe considereda pollutingindustry. In British Columbia it is considered 

a solution to the problem. 

The assessment covers socio-demographic trends, economic trends, government trends, 

technological trends, resource availability and competition. The inclusions reached are that 

continuing trends to more recycling, less pollution, increased economic pressures, governments 

mo~ attunedto environmentalissues and public perception that ‘natural” is somehow better will 

lead to increasingmarketsfor organic fertikers and composts for all types of growing situations. 

These markets will, however, pay little extra for the aesthetic aspects of the products, keying 

insteadon the economicbenefitsthat can be demonstratedand the amountof money that they have 

available. This will mean that the markets will grow slowly as the economic benefits of the 

products tend to take longer to elicit the emotional reactions to change the buying habits. 

As well the assessment has pointed out that there area number of very fine competitors for this 

product with more coming on stream. The competitive analysis shows some particular 

opportunities in British Columbia in the filler and organic base market as there appears to be a 

mid-price range which is currently not being filled in this province. This may not be the case 

however when the product moves into markets in the USA which tend to have a larger number 

of organic products at their disposal. 

8.0 POSITIONING 

The positioning of the product looks first at what the customers say they would like to see in a 

product and then compares those properties to what the proponents for the project would like to 

see. Often these can be divergent but if the product is to be successful it must address the 

customer desires. Examples of customer and processor perceptions are: 

For the customer: 

● a product with consistent sizing within a fairly narrow range 

● a product free from odour. 

● a product which has research behind it 

● a product which provides value for the money 

● a consistent product 

● a product which is readily available 

● for the filler marl@ a product whichis cheap, easily blended, stays blended (does not 

separate readily), has particle integrity and provides recognizable benefits to the end 

fertilizer activity 

● the fhctthat the raw materialfor the productis compostprovides some additional value 

due to the antigen factor. 

v Zbeetnof Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Marketing Plan Etecua”ve Sumrnay 

● for fund raisers, a low priced product with significant mark-up, no problems in either 

the product use or distribution,that has good promotional materials and has foolproof, 

easy to learn customer order taking systems 

For the proponent: 

● a product which has superior growing capabilities 

● a product whichhas recognizable value even though the price may be higher than for 

chemical fertikers 

● a market which accepts large size pellets 

● odour (and burning) either seen as a non-issue or eliminated by some other method 

than Ml comporting 

● the fertilker viewed as a superior local product providing a positive environmental 

recycling service 

This leads to the development of a unique marketing position which must be based on extensive 

researchin order to validate the view of PCCPM as a value priced product with superior growth 

attributes. This leads to the identification of the PCCPM selling points as: 

organic, therefore time release 

compost based 

sized for differing applications 

local, environmental recycling service 

a pleasant organic aroma or odour free 

consistent 

relatively high NPK values as compared to some alternatives 

cheaper than comparable import products 

widely distributed 

9.0 MARKETING PLAN STRATEGY 

There are many marketing strategies which must be developed as each market or type of market 

requiresa slightlydifferentapproachin order to be successful. The plan addresses a total of nine 

market segmentsalthough four are deemed to be inconsequentialand no strategies are presented 

at this time. 

The mtikets for which strategies are recommended are: 

1. Fertilizer blenders 

2. Retail home garden centres & fertilizer distributors 

w ZbeetrwfConsulting, 1995

Pelleted and Crumbled, Cornposted Poultry Manure Marketing Plan Ihecm”ve Surnnwy 

3. Vegetable market gardeners 

4. Golf course superintendents 

5. Recreation facility and parks managers. 

There are overlaps within these markets. The fertilizer blender market is a manuf~turing or 

distributionmarket as compared to the balance which are either retail or end user markets. The 

blenders, as primary first receivers of PCCPM, are anticipated to account for 85% of the initial 

marketfor the product or better. The product will go into blends with chemical fertilizers or be 

sold throughblendmdistdmtion systemsas homogeneousbagged or bulk product in all the other 

markets indicated above. Only a small remaining fraction of the production is expected to be 

marketed directly to retailers or end users by the manufacturer of PCCPM. The manufacturer 

must, however,promote the product to retail ,marketsand end users whether it be in blends or as 

a homogeneousproduct in order to generate market “pull-through”for the product. 

Executive Summary Table 1 indicates the estimated volumes associated with the marketing 

channelsfor PCCPM at the outset. The lower portion of the Table also presents anticipated sales 

of PCCPM productand current markets for processed natural organic (PNO) products by market 

segment and representing all marketing channels. 

10.0 MARKETING P.ROGILMI TIMING 

The marketing program reflects the five stages that all products go through over their life span. 

These stages are: 

● development 

● introduction 

● growth 

● maturity 

● decline 

This product has a significant amount of work which must be done prior to general marketing 

releaseto conductthe researchon both the growthandphysical attributes of the product. It is not 

like marketing a pet rock where the reaction and therefore buying decision is purely emotional. 

A fertiker or organicfiller producthas the potentialto create significant growth in various crops. 

It also has the potential to create significant problems. The avoidance of those problems is 

paramount, even greater than the potential gains that are possible using the product. The gains 

can be accomplishedusing manydifferentand availableproductsand managementprograms. The 

problems are yours alone and must be avoided. 

VII Zbeetnof Consulting, 1995

Pelleted and Crhnbled, Composted Poultry Manure Marketing Plan li%ec~”ve Summary 

Executive Summary Table 1 

EstimatedMarketsfor Pelleted& Crumbled,CompostedPoultryManure(PCCPM) and Processed 

aturd Orgtics (PNOS)by Sales Channel, Market Segment and Price Sensitivity, B.C., 199$ 

l/lti Brenkwt by Sal- PCCPM At $150/’TonneEx-Pknt PCCPM At $loo/Tonm Ex-Plrm 

Manriel 

i) Fertilizer Blenders to: 

Tonnw 

RciAilHomeGrdcll~Md 900 1500 

FatilizcrDi8Uibutor9 

VegctabkMarketGmkmm 90 150 

QolfCountsupcriotCo&ntS 113 188 

Ibcrution/PuwcemetAq Muugcca 337 562 

bd=qwxs andHorticulIurd o 0 

Total Fertilizer Bkxxler 1440 (85%) 2400(85%) 

b)Direct to Rehilhd User 

RetailHome GardmCcnrruand 159 265 

FutihM Distributors 

VegetableMarketGardemers 16 26 

GolfCourseSupcrintmdemh 20 33 

ReCreatimmarwschoolYud and 59 99 

Cunctuy Managcn 

LMdscapcraandHortioultuxml o 0 

TotalDii Rctailhd Use-r 254 (15%) 423 (15%) 

I’otalEstimatedPCCPMMarket 

Brakout of Toti Estimated 

I 

PCCPMAt 

1 94 (loo%) 

I 

Currult Total 

Mti By MarketSe-t $150~OMC PNO BStimated 

Ex-Pknt USC Market 

RetailHomeGardenCuItrcYand 

Wtilkr Distributors 

VegctabkMarketGardeners 

GolfCouracsupcMtmdent8 I 

I 

! 

1059 

106 

132 

bxUlti0nlP8riuMChoolYardand 396 

CemetaryManagers 

Landwapm md Hohcultuml I 

TotalEstimatedPNOMarket I 1694 

o 

+ 

545 1604 

55 I 161 

150 I 282 

350 746 

I 

15 I 15 

1115 I 2809 

2823 (loo%~ 

I 

PCCPMAt Clllmlt 

$loorronne PNO 

Ex-Pknt Ulc 

1765 I 545 

1 

176 I 55 

221 I 150 

661 

I 350 

1 

0 I 30 

2823 I 1130 

Total 

Estimated 

Market 

2310 

231 

371 

1o11 

30 

3953 

VIII Zbeetno+Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Marketing Plan l?rec~”ve Summary 

The timing for the marketing program for this product must therefore require slow and cautious 

developmentand introductionphaseswith ongoingproduct and process testing because one major 

problem couldbe one problemtoo many. Properly developed and introduced we believe that the 

growth stage can goon for the foreseeable !iture as”we believe the market for organic products 

will continueto grow. Thoseproductswhichhavepouredthe foundationwill be able to build into 

new regions and expanding markets on that foundation. Those without the foundation may not 

be able to take advantage of the growth which is foreseen. 

11.0 MARKETING PLAN CONCLUSIONS 

Although a marketing plan does not in reality have a conclusion, unless it occurs in the decline 

phase of a product’slife cycle, it is appropriate to outline the conclusions which the development 

of this marketing plan inevitably leads us to. These are: 

there is a market for organic fertilizers produced from poultry waste 

proper comporting of the poultry waste creates a product which has more value than 

the poultry waste itself especially as fbrther research proves up and allows the 

identification of antigen factors in promotional materials 

pelleted and crumbled compost has more perceived value than unprocessed compost 

as the product appears more homogeneousand sizing for different applications is 

possible 

fedizer valuesare importantfor all markets although a low value product can still be 

marketed for ffler or soil amendment 

odour is an issue - pi-t is OK, less is better, none is best 

if identified as an organic product, burning is not acceptable 

physical properties of the product are important but can be managed 

the size of cument organic fertilizer markets is small and the local market will not 

support the size of plant intended, requhing expansioninto other markets in Canada 

and the western USA 

competition will continue to build as new forms of recycled products are returned to 

the earth as fertilizer 

superiorvalue when measured against both chemical and organic fertilixrs, the level 

of research backing the product and truly spectacular service will result in business 

success 

IX Zbeetno# Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Marketing Plan 

EXECUTIVE suMMARY 

TABLE OF CONTENTS 

1.0 

2.0 

3.0 

4.0 

5.0 

TABLE OF CONTENTS 

STATEMENT OF OPPORTUNITY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1 

FACTORS TO CONSIDER . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 

2.1 PRODUCT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...4 

2.2 MARKETs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...5 

MEASURABLEo MECTNES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...5 

MARKET SEGMENTATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...6 

4.1 CUSTOMERSLIST . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...6 

4.2. TARGET CUSTOMERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...6 

4.2.1 FertilizerBlenders . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 

4.2.2 Commercial Organic Producers.. . . . . . . . . . . . . . . . . . . . . . . . 7 

4.2.3 Home Garden CentresandFertilizerDistributors . . . . . . . . . . . ...7 

4.2.4 VegetableMarketGardeners . . . . . . . . . . . . . . . . . . . . . . . . . ..8 

4.2.5 LandscapersandLawn CareFirms . . . . . . . . . . . . . . . . . . . . . . . 8 

4.2.6 GolfCourseSuperintendents.... . . . . . . . . . . . . . . . . . . . . . . . 9 

4.2.7 RecreationFacility/Parks/SchmlYard and Cemetery Managers . ...9 

4.2.8 Farmers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...10 

4.2.9 Service Clubs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...10 

ENVIRONMENTALASSESSMENT . . . . . . . . . . . . . . . . . . . . . . . . . . . ...11 

5.1 SOCIO-DEMOGRAPHICTRENDS . . . . . . . . . . . . . . . . . . . . . . . ...11 

5.2 ECONOMIC TRENDS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...11 

5.3 GOWRNMENTTRENDS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...11 

5.4 TECHNOLOGICALTRENDS . . . . . . . . . . . . . . . . . . . . . . . . . . . ...11 

5.5 RESOURCE AVAILABILITY . . . . . . . . . . . . . . . . . . . . . . . . . . . ...12 

5.6 COMPETITION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...12 

5.6.1 Filler and Organic Base Market . . . . . . . . . . . . . . . . . . . . . ...13 

5.6.2 Soil AmendmentMarket . . . . . . . . . . . . . . . . . . . . . . . . . ...14 

5.6.3 OrganicFertilizerMarket . . . . . . . . . . . . . . . . . . . . . ..’ . . ...15 

5.6.4 ControlledReleaseFertilizerMarket . . . . . . . . . . . . . . . . . . . . . 16 

i ZbeetnofCorwlting, 1995

Pelleted and Crumbled, Composted Poultry Manure 

Marketing Plan 

6.0 POSITIONING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 . . . . . . ...17 

6.1 PERCEPTION OF PRODUCT . . . . . . . . . . . . . . . . . . . . . . . . . . . ...17 

6.2 UNIQUE MARKETINGPOSITION . . . . . . . . . . . . . . . . . . . . . . . ...18 

6.3 SELLING POINTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...18 

7.0 MARKEHNG STIUTEGY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...20 

7.1 FERTILIZER BLENDERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...21 

7.1.1 SpecificMessage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...22 

7.1.2 InformationChannels . . . . . . . . . . . . . . . . . . . . . . . . . . . ...22 

7.1.3 MotivationForPurchase . . . . . . . . . . . . . . . . . . . . . . . . . ...23 

7.1.4 CoordinationOfDistribution . . . . . . . . . . . . . . . . . . . . . . . ..23 

7.1.5 Follow Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...23 

7.2 COMMERCIAL ORGANICPRODUCERS. . . . . . . . . . . . . . . . . . . ...23 

7.3 HOMIYGARDENCENTRE RETAIL & FERTILIZER DISTRIBUTORS . . . 24 


7.3.2 Information Channels . . . . . . . . . . . . . . . . . . . . . . . . . . . ...25 


7.3.4 CoordinationForDistribution... . . . . . . . . . . . . . . . . . . . ...25 

7.3.5 Follow Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...26 

7.4 VEGETABLEMARKET GARDENERS . . . . . . . . . . . . . . . . . . . . . ...26 




7.4.5 FofloWUp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...27 

7.5 LANDSCAPERSAND LAWN CARE FIRMS . . . . . . . . . . . . . . . . . ...27 

7.6 GOLF COURSE SUPHUNTENDENTS . . . . . . . . . . . . . . . . . . . . . ...28 




7.6.4 Coordination OfDistribution . . . . . . . . . . . . . . . . . . . . . . . ..29 

7.6.5 Fo~ow Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...29 

7.7 RECREATION FACILI’TY/PARKS/SCHOOL YARD & CEMETARY 

WAGERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...29 

7.7.1 Specific Message . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...30 



7.7.4 CoordinationofDistribution.... . . . . . . . . . . . . . . . . . . . ...30 

7.7.5 - Follow Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...31 

7.8 CONVENTIONALFARMERS . . . . . . . . . . . . . . . . . . . . . . . . . . . ...31 

7.9 SERVICE CLUBS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...31 

ii Zbeetno# Consulting, 1995

Pelleted and Crumbled, Composted Poultq Manure 


8.0 MARKEHNGPROGRAM TIMING... . . . . . . . . . . . . . . . . . . . . . . . . . . . 

8.1 DEVELOPMENT STAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 

8.2 INTRODUCTION STAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 

8.3 GROWTH STAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 

8.4 MATURITY STAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 

8.5 DECLINESTAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 

9.0 EVALUATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 

Market Research Report 

APPENDIX II: Estimated Retail Prices for Fertilizer Blends Containing Pelleted and 

Crumbled, Composted Poultry Manure in the Home and Garden Filler 

Market II-1 

APPENDIX m. ListofContacts III-1 

32 

32 

32 

33 

34 

34 

35 

1-1 

... 

111 Zbeetnoff Consulting, 1995

Pelleted And CrumbIe~ CompostedPouliry Mire MarketingPlan 

A PLAN TO MARKET 

PELLETED AND CRUMBLED, COMPOSTED 

POULTRY MANURE 

In 1994, the Canada-BxitishColumbiaGreenPlan for agriculture commissioneda studyl to assess 

the marketpotentialfor poultry waste generated in the lower Fraser Valley of B.C. The impetus 

for that studyoriginated from environmental concerns over the quantities of poultry waste being 

produced and disposed of in relation to the local carrying capacity of the land. 

Oneof the end use markets identified in the Ference-Weicker and Co. report was a value added 

f- marketfor a pelletd compostedpoultry manureproduct. The current study, in the form 

of a detailed marketing plan, looks at this market with the objective of stimulating potential 

investorsand entrepreneursto develop a poultry manure pelleting and comporting industry in the 

lower mainlandof B.C. Developmentof this industry, in turn, will provide an alternative use of 

poultry wastes and alleviate some of environmental concerns associated with current manure 

disposal methods. 

A significmt marketchannelfor pdleted and crumbled, compostedpoultry manure (PCCPM) has 

been investigated in this study. The “filler” market for conventional blended and mixed 

fertikem, currentlyheld by limestone,is accessible to processed naturaI organic (PNO) products 

basedupon inhwentadvantagesrelated to slow nutrient release, soil-amendingproperties, micronutrient 

content, and perceived antigen characteristics. The entry of PNO products into the 

professional turf and retail markets can not be explained solely in terms of nutrient content, 

although nutrient level in PNO products can be a quality factor. Rather, transformation and 

improvementof the physicalcharacteristicsof poultry manure and composts by further-processing 

increases their potential range of application and substitutabilityfor a wider range of products. 

LO STATEMENT OF OPPORTUNITY 

An opportunity exists to pellet and crumble properly composted poultry manure and sell the 

resultingproduct as an organic fertiliza. Essentially, the opportunity identified is related to the 

potentialuse of PCCPM as a filler materialin organicdy-based chemicallyformulated blends sold 

into horticultural, institutional and home and garden retail markets. In comparison, the organic 

soil conditionedfixtilher market does not attach significant additional value to PCCPM products 

in relationto standard composted products, nor pay the premium associated with their extra cost 

of manufacture. 

1 Femnce-Weicker 

nndCo. Options to Remove PoultryMamuo from the FraserValley, 1994. 

1 Zbeetnq$(hsulting, 1995

PelletedAnd Crumbled CompostedPoulhy Manure Marketing Plan 

The estimatedcurrent size of this opportunity and the market segmentsin which they are located 

is indicated in Summary Table 1. The total size of the filler market in those market segments 

PCCPM is anticipated to penetrate is estimated in the range of 7,140 to 8,370 tomes, annually 

(average 7755 tomes). Of this total, the market share which PCCPM may gain is mainly a 

functionof price. Based on price, total potential penetration into the filler market by PCCPM at 

an ex-plant cost of $100 to $150 per tome is estimated at 50% and 30%, respectively. This 

represents a potential market for PCCPM at the indicated prices in the range of 1440 to 2400 

tomes, annually. 

The direct to home/gardenretail and end-usermarketis anticipatedto account for 15% of the total 

estimated market for PCCPM, in the range of 254 to 423 tomes, annually. While this market 

may not contributeappreciablyto the profit marginof the PCCPM manufacturer, there is a strong 

need to provide exposure and develop a reputation for the product among the widest population 

of end users of PNO products. 

The current penetration of PNO materials in the B.C. fertilhr market place is about 1,115 to 

1,130tonnes, annually,all producedout of province. The extentto which PCCPM may penetrate 

existingmarketsfor PNO productshas not been exploredin this study. Nevertheless, commercial 

production of PCCPM products with equivalent or superior characteristics to current PNO 

productsat competitive prices maybe expected to provide the opportunity to acquire significant 

market share in this area. 

Price is a criticalcomponentof the markt opportunityfor PCCPM. A price range of $50 to $400 

pertonnewas examinedin the course of the market research. It became apparent that, although 

competing organic products are sold in BC at the higher levels, the market volumes involved do 

notjustify the constructionof a pelletingplant (see Appendix I, Table 13, p. 36). Moreover, the 

number of years to attain market potential is indicated to increase in direct relation to the price 

of the product. 

The primary marl@ segmentfor PCCPM is considered to be the bulk filler market to fertilizer 

blenders, representing a wholesale price ex-plant in the range of $100 to $150 per tome, 

dependingon the end marbt the product would be going into. Entry into the market is based on 

captuxinga significantportion of the filler market presently filled by limestone at $50 per tonne. 

AppendixII presentsestimates of retail prices for hypothetical fertiher blends using PCCPM as 

an ingredient. Clearly, adding PCCPM to boost fmtilizer analysis is not a cost effective means 

of supplyingnutrientsto crops in comparison with higher analysis chemical sources. However, 

as a filler in ftxlilkm blends, PCCPM is competitive with limestone which contains no nutrients, 

on in the range of $100 per tome the basis of nutrient value only. 

Someof the other beneficial aspects in the product would need to be marketable for the product 

2 Zbeetnof(hawdting, 1995

PelletedAnd Crumbled CompostedPouItry Manure MarketingPlan 

Summary Table 1 

EstimatedMarket for Pelleted & Crumbled, CompostedPoultry Manure (PCCPM) and Current 

[arket for Processed Natural Organic (PNO) Products By Market Segment, B.C., 1995. 

Marketsegment Fcrtilhr potential wimated Estimated current EUinmed 

Tonnage Filler Blender Retail PNO TotalPNO 

Market Marketfor Market Market(5) andPCCPM 

Aocusiblc PCCPMan for Market(4) 

to PCCPM Fiicrl PCCPM 

(1) (2)(4) (3)(4) 

Tonnca 

TotalConvocational Pam 

F= Vdey & V.I. 

? ? neg. (6) neg. neg. neg. 

FieldVeg & Bcrria 5860 1760 neg. neg. neg. neg. 

Fii crop ‘1 7 neg. neg. neg. neg. 

TreeFruits ? ? neg. neg. neg. neg. 

OrganicFarm neg. neg. neg. neg. neg. neg. 

TotalHorticultural 3,870-4,200 1,120-1,270 neg. neg. 15-30 

LUl&Upcr8 

500-1,000 150-300 15-30 

FieldNurmry 570 170 0 

containerNumerics 2,700 800 0 

Ornamcntala/Greemhousa 100 0 0 

‘rOtalInatbiOnd 4,200-5,800 1,260-1,740 450750 79-132 500 1,029-1,382 

GolfCOuna 1,000-1,500 300-450 113-188 2&33 

Recmati0nlParkaKch0018 7001,000 210-300 7&127 13-22 

Ccnmcria 2,500-3,300 750-990 261435 46-77 

BCHome/GardemRetail 9,000-11,000 2,700-3,300 900-1,500 159-265 540 1,604-2310 

VegetableMarketGardener 900-1,100 270-330 90-150 16-26 60 161-231 

MineandLandfillReclamation neg. neg. neg. neg. neg. neg. 

Totals 7,140=8,370 144&2400 254-423 1,115-1,130 2,809-3,953 

~tm:(1) On ●vcmge, fillcracompriac 30%of fcrtdbr tonnage. 

(2) ThcfiUcr-h tobla&rais atumtcd “ at85%of&ototal potcdalmarkct forPcCPM. 

@)~dtitibmdgtim *d~w~h=titi 15%oftiti~ti tifor~CW. 

Thinpercentagehas been●ppliedin all marketacgmcnta. 

(4) potentialmarketfor PCCPMk gamratcdRRfollows: 

I) Avcmga of theranga forthe 611crmarketsegmentsamcdculatcdkm column3. 

ii)Rangat&PCCPM Uandd~home_~tid uacrmarkct amobtibym~l~gti 

mmzagca(mcolumn3) by 0.5 or 0.3, representingtk slums of PCCPMin the fillernurketatex-plantcoatJof 

$100 and$150 pertoMe, mapcctively. 

iiiiiMinwed diredto horne/gardm@ailanduKIuacrmarketxforPCCPM(mlumn5) arcaddcdtothc PCCPM 

rangee@inmrxof peaebtbn intothe fillermarket( ii) above) 

iv) CurrentPNO uac(column6) is addedto thePCCPMrange atunata “ inachmarkct aqpncatto generate 

catimatcdtotalPNOandPCCPMmarket(cokunn7). 

(5) PNO = Procuacd NaturalOrganicmatuiah (see Appendix1 for&ails). 

(6) Neg. = Negligible 

3 ZbeetnofConsulting, 1995 

15-30


to realize the $150 per tome upper end of the estimated price range for PCCPM, and beyond. 

For example, the organic, soil conditioning, micro-nutrient, and “antigen”qualities of PCCPM 

may becomemore desirableto end usersin the future. As well, supportive scientific research and 

field testingwouldpromotedemandfor the product. At pricing below existing products and with 

thoroughsupportingreseamh,PCCPM couldcaptuxea significantportion of the market for “high 

value” organic fertilizers. 

2.0 FACTORS TO CONSIDER 

2.1 PRODUCT 

1. 

2. 

. 3. 

4. 

5. 

6. 

7. 

8. 

Poultry waste contains significant nutrients for plant growth. 

proper cwnposting of poultry wastereducesfkeeammoniaand provides a slow release 

largely odour free ferdlizer product suitable for many applications. 

Pekting and crumblingof compostedpoultry waste provides fertilizer products with 

uniform sizes suitable for application. 

Raw poultry waste spread on land in the Abbotsford area appears to be leaching 

nitrogeninto the aquifw serving that region and efforts are being made to reduce the 

amount so spread. 

The form in whichthe poultry waste is spread (composted, raw, pelleted) affects the 

amount of leaching. 

If not solved through other methods there are indications that government may use 

regulation to reduce the amount of manures spread on land in the region. (It should 

be noted that N from chemical fertilizer sources is probably more significant than N 

fkom manure). 

The proponents of the project wish to produce a pelleted, crumbled product made 

from poultry manure (layer) composted for a two to four week period. This would 

normallyleavea quite distinguishableodourbut we are assuredby the proponents that 

this is not the case with the methods being used. 

Poultry manure composted for eight months produces an odourless product with a 

similar nitrogen level to the raw manure (albeit at much less volume). 

4 Zbeetnqfl Consulting, 1995


9. With its compost base the end product contains valuable micronutrients. 

10. The sizeand shapeof the granule is a major determinant in the uses that the product 

can be put to. 

2.2 MARKETS 

11. There are a range of organic products available in the market today. These range 

from bagged raw manures to fully formulated organic prilled products. 

12. There appears to be some growing belief that organic or organic based fertilizer 

products may have benefits over and above the simple NPK values of the products. 

13. Studiesare being conductedthat suggest that composted organic ferdlizers may have 

antigen properties. 

3.0 MEASURABLE OBJECTIVES 

● Obtain sufficient quantities of poultry waste with consistent composition to prepare 

a compost with a predictable nutrkmt profile. 

● Produce compostswhichare properly madeto mximize the nutient values, minimize 

the odour and destroy pathogens in the final product yet maintain a significant base 

of beneficial bacteria and antigens (the product is not sterile). 

● Pellet, dry and crumblethe compostto produce a range of products of stable size and 

composition, suitable for uses in various applications. 

● Conduct research on the products produced to provide proof as to their beneficial 

effects in each of the applications intended. 

● Preparationand disseminationof a marketingplan whichwill cause various categories 

of fertilizer users (golf course superintendents, parks managers, recreation 

supervisors, landscapers, gardeners, farmers, etc.)’ to recognize the value of the 

product and use it in their applications. 

● Sales of sufficient amounts of product at prices which will create a profit for the 

operation. 

5’ Zbeetnoff Chsulting, 1995


4.0 MARKET SEGMENTATION 

4.1 CUSTOMERS LIST 

1. 

2. 

3. 

4. 

5. 

6. 

7. 

8. 

9. 

Fertilizer blenders for use as an organic base or filler with chemical fe~rs 

Commercial organic producers 

Retail home garden eentres & fertilizer distributors 

Vegetable market gardeners 

Landscapers and lawn care firms 

Golf course superintendents 

Recreation facility and parks managers 

Conventional farmers 

Service clubs - as fund raising initiative 

4.2. TARGET CUSTOMERS 

4.2.1 Fertilizer Blenders - Major fertilizer dkibutors 


Purchase rnai”rdyj%omprbwy ferh”lizersuppliers and serw”ceall market segments. 

Characteristics 

● knowledgeable about market 

● profit oriented 

● concerned about image 

● competitive 

c want products which will allow formulation for established markets 

s want “zero” problems relating to burn 

Key Influencers 

● customers 

● . other fertikr trade members 


● profit and loss statement 

6 Zbeetno#Consulting, 1995


4.2.2 Commercial Organic Producers 

No sigrq~cant market 


Q idealistic 

s self sufficient 

● frugal 

● profit important but not overriding 

● undercapitalized 

● knowledgeableabout plant nutrition 


● other producers 

9 customers 

● industry publications 

● regulations 


4.2.3 Home Garden Centres and Fertilizer Distributors 

Buyfiom the blenakm 


● customers not homogeneous group - includes everyone from avid environmentalists and 

organic growers to those that want quick greening for their lawns. 

● price conscious 

● knowledge of fertilizers and soil amendmentsvaries widely so that perception of product 

value varies widely as well 

● centres volume oriented so will retail their private labels at lower prices to create volumes 

for their own products 


● friends and neighbors 

7 Zbeetnq#Consulting, 1995


● commercial and institutional gardeners 

● garden centre staff 

● gardening press - publications and articles 

4,2.4 Vegetable Market Gardeners 

Buyj?om blenders and gar&n centres 

Characteristh 

● 

● 

● 

● 

Key 

● 

Q 

● 

use similar products to home 

lmowledgable about results 

cautious about new products 

value conscious 

Influence 

other producers 

agricultural researchers and extension agents 

fertilizer reps 

4.2.5 Landscapers and Lawn Care Firms 

garden market (estimated as 10% of home garden use) 

Buy rruu”n~fiomgar&n centres although largerjinns buyj70m blendens 


● profit oriented 

● somewhat knowledgeable of fertilizer and soil amendment use 

● price conscious, cheapest bang for the buck that provides immediate results, difficulty 

recovering additional costs for organic based fertilkers 

● time sensitive 


● industry press - articles and publications 

● other landscapers 

● industry and garden centre staff 

8 Zbeetnof Clmsulting, 1995


● profit and loss statement 

● customers (will use what requested - at a price) 

4.2.6 Golf Course Superintendents 

Buyj?rom the bleruh 

Characteristks 


● very knowledgeableabout growing specific types of grass 

● interested in new ideas providing backed with research or trials 

● value conscious 

● large users of fertilizer 

● somewhat sensitive to environmental pressures 

● main priority is to maintain or improve current quality level of tees, greens and fairways 


● other superintendents 

● club members 


● fertilizer industry reps 

● soil and plant researchers 

4.2.7 Recreation Facility/Parks/School Yard and Cemetery Managers 

Buyfiom the blenders 


● 

● 

● 

Key 

● 

● 

cautious about using new products and methods 

price and budget conscious 

may or may not be particularly knowledgeable 

Influencers 

other recreation facility managers 

supplier representatives 

9 Zbeetnq# Consulting, 1995


● financial controllers up line 


4.2.8 Farmem 

Buyjlom the blenakrs 


● cost conscious 

● results and profit oriented 

● traditional (conservative about trying new products) 

● not homogeneous group, many different positions regarding fertilizer use 

● no willingness to experiment with new products so will need substantial research 


● other farmers 

● agricultural researchers 

● fertilkr reps 

4.2.9 Service Clubs 

SW as ajiind raiser, bougti~mjinnproducing product (open composts or soils) or 

through sympathetic &aler. 


c price sensitive - need relatively low cost product with superior markup 

● no product or distribution problems so business is repeatable 

# order taking by club with central delivery for distribution 

● requires sales and product info. to encourage sale (can be of minimal production values) 

● discount structure to encourage volume purchase 


● other fund raisers 

● knowledgeable industry persomel with interest in project 

10 Zbeetnqfl COrwdting, 1995

Pelleted and Crumbled, Composted Pouhy Manure Marketing Plan 

5.0 ENVIRONMENTAL ASSESSMENT 

5.1 SOCIO-DEMOGRAPHIC TRENDS 

The f~ marketsare very slowlyreflecting the environmentalactivism which has manifested 

itselfin other sectorsof the economy. Problems with runoff and ground water contamination by 

fertiker nutrientshave lead the industryto move towardthe use of slow release products. These 

include coated urea products, polymer or other encapsulatedprills and organic fertilizers. This 

movement has however been much slower than was originally predicted. 

5.2 ECONOMIC TRENDS 

Althoughthe economicrecoverycontinuesto loosenup opemtingcapital in some endeavors such 

as golf courses, it is still tightening for most of the publicly funded operations such as recreation 

facilities, parks, school boards, etc. This is also true of the farming community who are 

traditionally conservative. As well the recession created umxtainty and price consciousnessin 

consumersin generaland this will carry ovexin theirpurchasingdecisionseven as their disposable 

incomes increase. 

5.3 GOWUWMENT TRENDS 

Governmentscontinueto increasethe amount of regulation while at the same time decreasing the 

financial resources available to operating departments. Much of this is being accomplished 

through cost recovery on regulatory activities. As environmentalconcerns continue to come to 

light regulations to alleviate those concerns are being developed. An example is the problem of 

nitrogencontaminationof the Abbotsfordaquiferand the potential for regulations that will reduce 

the amount of nitrogen releasing compounds allowed to be incorporated into the land above that 

aquifkr. A further examplefor these trends is the move by the Dutch government to regulate the 

total amountof phosphatesthat can be generatedper acre. This gives them the authority to reduce 

the number of birds raised on a piece of land if the combinedlevelsof phosphates from all sources 

on the land exceeds the allowable limit. 

5.4 TECHNOLOGICAL TRENDS 

New methodsof producingslowor controlledreleasechemicalf~ continue to be developed 

while the numbers of organic or organic based fertilizers in many different forms continue to 

11 Zbeetrwfl Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Markwing Plan 

~do ~h is pointing to PO@I~ ~efits of orgtic fewrs over and above the values 

of slow release NPK but the research is immature and not conclusive as far as many 

agriculturalists are concerned. 

. 

5.5 RESOURCE AVAILABILITY 

With the continuedexpansionof poultry as a meatproductand similarexpansion of the population 

base in the lower mainland of British Columbia there are increasing amounts of poultry manure 

to be disposedof. Productionmethodsfor broilersdiffer to some extent from those used in some 

regions of the USA in that in B.C. barns are cleaned afler each cycle whereas manure used for 

comportingin regionscontactedin the USA is coming from barns where a number of production 

cycles are run before cleaning. It appears, however, that B.C. production practices may be 

moving to repeat use of litter for more than one cycle as litter costs increase. 

It shouldbe noted that the CUSTAagreementwill reduce the level of protection for the Canadian 

poultry industry to zero over time and that may have an adverse effect on poultry production. 

Reviews done to date seem to support the view that there will certaidy be sufficient production 

still in place to support a facility such as envisionedhere. 

5.6 COMPETITION 

The competition for this potential product comes from a number of areas, depending on the 

productionvalues determhed throughresearch,the forms and analysis that the product is sold in, 

the pricing and quality of the product and the distribution system used. Although the original 

premiseas outlinedin the Statementof Opportunityindicatesthat we are to look at “a pelleted and 

crumbled composted poultry manure (PCCPM) product”, there is the possibility of also selling 

a compostedpoultry manure product as a loose compost, in either bags or bulk. In any case the 

potential customer will review all the options including substitution of loose compost when 

choosing the product to be purchased for their use. 

The competitionfor this product differs with the types of markets and regions that the product is 

to be sold into. This review assumes competition in the British Colu-mbiamarket ~thin the 

following types of markets: 

12 Zbeetno# Clmsulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Markering Plan 

5.6.1 Filler and Organic Base Market 

------- , .** . * * . . . . . . . 

- r~w w ~uetea ana crumwa, composteupoultry manure) 

- limestone 

- canola meal 

- compost 

- Sustane 

Comparisons 

—- .-- —------ 

Product Strengths weaknesses 

PCCPM organic product, granular, price above limestone and 

sized, compost based compost, odour and burning 

(“other” antigen factors), 5% (if not full term compost), 

N gWraXltee,% S1OW crumble integrity (unknown 

release, price below canola if physical properties will 

meal and Sustane allow blending and bagging) 

limestone adds weight without bulk, limited nutrient or soil value 

cheap ($60/ton) 

consistent 

canola meal organic product, adds bulk bulkier than limestone 

to soil, decreasing density, more 

has significant nutrient costly than limestone 

value, ($4001ton) 

non-burning 

compost organic product, adds bulk inconsistent analysis and 

to soil, has nutrient value, composition, variable size of 

cost above limestone but product 

below canola meal, “other” 

antigen factors 

Sustane organic product, adds bulk expensive (above canola 

to soil, meal), some problems 

consistent analysis, reported with burning on 

significant nutrient value, immature plantings, 

backed by impressive 

research, consistent size 

13 ZbeetnoflCbnsulting, 1995

Pelleted and Crumbled, Composted Poultry Manure ‘ Marketing Plan 

5.6.2 Soil Amendment Market 

- PCCPM 

- mushroom compost 

- steer manure 

- poultry manure 

- canola meal 

Althoughincluded for comparison purposes the high N value and corresponding higher costs of 

PCCPM and canola meal may eliminate them from active consideration in this market. 

Comparisons 

Product I StrenRths I weaknesses 

PCCPM granular, sized, ease of price above all but canola, 

handling, 5% N, SIOW odour and some potential for 

release, “other” antigen burning if not full term 

factors comt)ost 

mushroom compost “other” antigen factors, no low analysis, availability 

odour, non-burning 

steer manure 

Islower release, cheap 

Iodour, inconsistent product, 

low analysis 

poultry manure fast N release, cheap odour, burning if not 

properly composted, 

inconsistent 

canola meal slow N release, 6% N, no price high compared to 

odour, non-burning, protein others 

based. no salts 

14 Zbeetnofl Consulting, 1995


5.6.3 Organic Fertilizer Market 

These products are described in more detail in Appendix I. They include: 

- PCCPM 

- Sustane 

- Ringer 

- Soil Doctor 

- Milorganite 

Comwiri.sons 

—---- —---.-- 

Product Strengths weaknesses 

PCCPM local product, should be able no research, odour (if not 

to price lower, compost full term compost), size and 

based (“other” antigen consistencyof granule 

factors) (possible) 

Sustane (granulated good research, consistent prim higher than 

composted turkey litter) product, compost based Soil Doctor, some reports of 

(“other” antigen factors) burning on new plantings, 

some odour 

Ringer (granulated blended good research, highest price of listed 

organic products) consistent product, products 

non-burning 

Soil Doctor (canola meal good research, consistent new product (consumers will 

product) product, non-burning, lower have to be shown), lower 

priced than others (except P&K V~UeS, 

PCCPM), no odour, 

Canadian made ($ 

fluctuations) 

Milorganite (processed long term well known low NPK values, sewage 

human sewage) product with acceptable based (negative for some), 

results, non-burning, small high price when NPK taken 

consistent size, no odour into account (even for 

organic products), real or 

perceived trace presence of 

heavy metals 

15 ZbeetnoflC1.msulting, 1995

Pelleted and Cnunbled, Composted Poultry Manure Marhzting Plan 

5.6.4 Controlled Release Fertilizer Market 

- PCCPM 

- sulphur coated urea 

- Osmocote and Nutricote 

- Once 

Pnmnzmi enna 

VW1.,pcu. uw, w 

Product Strengths Weaknesses 

PCCPM price (may not be valid if nutrient release time 

nutrient value used as undocumented (research), 

criteria), compost product product form not as easily 

(“other” antigen factors), handled, odour and some 

potential for burning if not 

full term compost 

Sulphur coated urea cheap price (based on release time quicker than 

nutrient levels), consistent other similar products 

product, well known by 

trade and users, time release 

over uncoated fertilizer 

Osmocote & Nutricote release takes place over price higher 

(polymer coated) much longer period reducing 

necessity of application, 

nutrients more available for 

plants, consistentproduct 

Once release takes place over highest price of group 

(patented process - complete growing season 

controlled release over 8 (One application), consistent 

month period) product 

16 Zbeetnq#CWndting, 1995


6,0 POSITIONING 

6.1 PERCEPTION OF PRODUCT 

Comparison of perceptions of the potential product as seen by the prospective customer to the 

view of the product that the proponents would desire be held. As this is a product which has not 

yet been produced, (other than the samples provided ffom the States) there are no customer 

perceptions except those received from viewing the USA samples and those that potential 

customers f=l are possible for the product. 

The customers would like: 

a product with consistent sizing, probably smaller than the crumble sample provided from 

the USA, with the Soil Doctor size as the upper limit and finer product available for use in 

highly sensitive areas such as golf course tees and greens. 

a product free from odour. The USA product is felt by many potential customers to have 

excessiveodour for their markets,both iiom the standpoint of handling the product and also 

becausethe odour may indicate sufficient free ammonia to cause burning in young grasses 

and crops. 

a product whichk research, extensiveresearchis preferable, behind it so that they can use 

or recommend it in a fidl range of applications and be reasonably certain of the outcomes 

a product which provides value for the money with NPK values which appear to meet the 

requirementsof the crops to whichit is applied while possessing slow release capabilities so 

that the effects are long lasting and fewer applications are necessaq 

a consistent product so that they have similar reactions from one batch to the next 

a product which is readily available in close proximity to their operation 

for the filler market, a product which is cheap, easily blended, stays blended (does not 

separate readily), has particle integrity and provides recognizable benefits to the end 

fertilizer activity 

for someknowledgeablepurchasersthe fact that the raw material for the product is compost 

providessomeadditionalvalue due to the antigenfactor. ‘l%is,of course, depends to a large 

extenton how the compostis produced in that if over or under cooked the cmmpostwill not 

provide these benefits. 

for the seMce or youth group fired raiser market they want to see a relatively low priced 

productthat can be soldwith significantmark-up,that has no problems in either the product 

use or distribution so that they can use a similar fund raiser in succeeding years and have 

good repeat markets, that has reasonablepromotionalmaterials and has order taking systems 

which are easy to learn for the service or youth group members 

17 Zbeetnofl C2mwdting, 1995

Pelleted and Crumbled, Cornposted Poultry Manure Marketing Plan 

The proponents would like to see: 

● 

● 

● 

s 

● 

6.2 

a product which is viewed as having superior growing capabilities 

the product viewed as having value for the consumer even though the price maybe higher 

than chemical fertdizers 

a changein the market to acceptlarge sizepelletsas a standard product (in order to improve 

throughput over the smaller size) 

odour (and burning)either seenas a non-issueor eliminated by some other method than full 

comporting,in order to decreasethe time from start to pelleting and therefore vastly reduce 

the comporting area required. 

the f~ viewedas a sqkxior localproductproviding a positive environmental recycling 

service 

UNIQUE MARKETING POSITION 

In order to achieve the perceptions that the company would like to see held within the market 

place the proponents will need to undertake considerable research to prove out the growing 

capabilities (and therefore their abilities to compost, pellet and crumble without diminishing the 

P-= inh~t in the ~W ma~ri~) ad the v~ue of the product in relation to other prochcts 

on the market. This research could also include usage of a larger pellet. 

The researchto be done shouldproduce results which are unique to the PCCPM product and can 

be used in the development of promotion. In the meantime the unique attributes differ when 

looking at the different market segments therefore different selling points will be emphasized. 

Whenlookingat the filler market the uniqueihctorsare reflectedin the Strengths and Weaknesses. 

In other words when comparing to limestone the unique factors are the organic component, the 

additional nutrients that the PCCPM adds to the blend, the “antigen” factor attributable to 

compost, and the crumble size that approximates the fertilizer granule. When selling against 

Sustanethe unique factors include the local environmentalrecycling service and a cheaper price 

(assumed). 

.6.3 SELLING POINTS 

The selling points for PCCPM are: 

● organic, therefore time release 

● compost based 

18 Zbeetno# Clmsulting, 1995


● sized for differing applications 

● local, environmental recycling service 

● odour free (assumes changes made to accomplish, remove if not as becomes negative) 

● consistent (assumes consistency in inputs and comporting) 

● relatively high NPK values as compared to some alternatives 

● cheaper than comparable import products 

● widely distributed (assumes tie in with existing distribution) 

19 Zbeetnq#Consulting, 1995


7.0 MARKETING STIUTEGY 

NOTE 

As allinformationon the costs and compositionspossible with this product has not yet been 

received, the following assumptions are made for the purpose of developing the strategies. 

1. 

2. 

3. 

4. 

5. 

6. 

7. 

8. 

9. 

10. 

The compost will be well made to retain antigen properties while destroying 

seeds and pathogens in the substrate. 

The compost will be finished sufficiently or treated so as to minimize odour. 

weed 

The compost going into the pelleter will be virtually homogeneous throughout the 

production year. 

The pelleted and crumbled products will be sized for different uses and will have 

sufficient internal integrity to have a minimum of fines from any of the sizes. 

The product can be sold in bulk at $100 to $150 per tonne with sufficient profit to 

create a viable business. 

The guaranteed NPK analysis for the end product will be 5-4-5 without any 

supplementation. 

There will not be sufficient fkee ammonia to bum even delicate crops (eg. newly 

seeded lawn) 

Although the primary focus is to produce products for outside rather than in home 

use, sizedproduct fines will have the potential for small volume packaging and sale. 

Althoughnot one of the assumptionsput forth by the steering committee, it has been 

suggested that a lower analysis, possibly 2-4-2, may be produced. This would 

changethe markting plan considerablyas it woulddiminish the value of the product 

for all uses, with the exceptionof use as a soil amendment. The product would still 

have value as a filler or organic base providing all other factors remained the same, 

albeit at a lower price level, but those markets utilizing PCCPM for its fertilizer 

inputs would decrease substantially. 

The product to be produced will be available in pellet, standard crumble and 

granulatedfines form. The marketing strategies envisioneddeal with the product in 

20 Zbeetno# Consulting, 1995


CAUTION 

crumble or fine forms as these are industry standards at present. There should, 

however, be research carried out by the company and distributors to determine the 

acceptability of pellets as an end product. If acceptable to the market for specific 

uses it may provide a differentiation fkomthe product available from others. 

As well as these assumptions there is also one major caution which has arisen in the review 

leadingto the developmentof this marketingstrategy. That is the assumption that the end product 

should be pelleted and crumbled. It is possible that another method of handling the finished 

compostmight be more profitablewithoutsignificantlyaffecting the marketability of the product. 

Sustane appears to use a system of hammering and screening following drying to achieve their 

product. Others simplyscreen finished compost in order to provide a sized product. Both types 

of product as well as canolamealare being used for blending to produce organic based fertilizers 

or are being sold as stand alone organic fertilizers and none require the expense of pelleting and 

crumbling. Pelletingand crumbling will undoubtedlyprovide a more evenly sized range of final 

products. The decision as to whether this step is used should be up to the proponents. 

, 

7.1 FERTILIZER BLENDERS 

l’he totalfem”lizer blendkr market forfillers potentially accessible to PCCPM in the 

lower Fraser ?Wley of B. C. is indicated at some 7755 tonnes, annually (range 

between 7140 and 8370tonnes, SummaryT&le 1, p.3, abm). Of this total market, 

the estimated penetra”on of PCCPM at $150 to $1(.Wper tonne ex-plant k in the 

range of 1440 to 24W tonnes, annually. l%is would represent 30% to 50% of the 

jii%?rrndzt tiji?m”lizer bkmdkms. As indicated in the Summary Tdle 1, problem 

retied to pam”cle size, integri~, density and handling characteristics would be the 

most significant physical fmtom discouraging use of PCCPM in blend for 

conve~”onal farm and horta”culturalapplicah”ons. 

llu? level of _potenn”alfor PCCPM w“ll be ezpected to vary w“ththe end price 

of the product to the blender. Iru”tialpricing of PCCPA4 in the rnartit wuiU 

asm”ally be detem”ned by the comparm”veprice of limestone and the value of N-P- 

K nutrients in the PCCPhiproduct. 

It is conskikred /hat the target rnarkztfor PCCPM is largely cony?nedto the blendkr 

market at the outset, represem”ng 8S % of the potential market for PCCPM. l%e 

21 Zbeetnofitinsulting, 1995


7.1.1 

desti~”on or end use markets for the blenakd product consist of all the market 

segrnerusidentified. l%e kzrgestpoterah”almarket segment for PCCPM to be serw”ced 

by fertilizer blendkvx is the home gar&n/retail market, accounn”ngfor 9W to 15W 

tonnes of blendedfem”lizer, annually. Z%?instiu”onal market (go~courses, parks, 

school yaro3, recrean”on and cemetery sites) for blended fertilizzvx conta”m”ng 

PCCPM is estimated in the range of 450 to 750 tonntx. Vegetable market gardenm 

w indicated to represent ajhrther W to 150 tonnes of pote~”al demand for blended 

fertilizers containing PCCPMproduct. 

PCCPM a&o has thepoterm”alfor long term growth as an enhanced product to meet 

special cirwnstances through the addition of nutrients prior to pelleting. AS this is 

not a current or close market it is not consi&red in this rew”ew. 

Speeiflc Message 

This composted,pelletedand crumbled product provides an exceptional organic base or filler for 

chemical fertdizers as it contains a minimum of 5-4-5 NPK (thus decreasing the chemical 

component to meet the guaranteed analysis) at a cost below other organic fflers. 

Althoughhigherpriced than groundlimestonethe benefits(includingthe antigen factors associated 

with a properly compostedproduct, the NPK addition,the levelsof micronutrientsand the nutrient 

time release of an organic product) more than makeup for the slight increase in cost. 

The productis availablein both a standardand_ grade size so blends exceptionally well with 

either size of chemical prill, is virtually odourless and maintains its particle integrity with very 

little, if any, fines. 

With the research which has been done on this product the company is prepared to offer a full 

guarantee on all these factors including the fact that the product, on its own, is completely nonburning. 

In addition, PCCPM is available either pre-bagged or in bulk for private label bagging for sale 

as a 100% organic fertilizer with an analysis of 5-4-5. 

7.1.2 Information Charnels 

As there are only a few fertilimr blenders in the immediate market area the information should 

be tmnsrnitteddirectly to them by the use of formal and informal meetings, product introduction 


Pelleted and Crumbled, Comported Poultry Manure Marketing Plan 

brochures, researchreports, and testimonials from ~rsons who have tried the product as a stand 

alone fertilizer. Arrangements should be made to have the researchers who have conducted the 

testing of the products contact the fertilizer blenders directly to answer any questions they may 

have regardingthat process. This process should then be duplicated as blenders in other markets 

are contacted. 

7.1.3 Motivation For Purchase 

The motivation for purchase is the banquet of benefits that the composted product provides to a 

fertilher traditionally filled with limestone while at a price below competing organic products. 

7.1.4 Coordination Of Dtibution 

The dkribution of the product ffom the plant to the blenders should be in sufficient volumes to 

allow direct bulk deliveries where possible. Where volumes are such that bulk containers are 

impractical large sized bags (25 kg) should be used. 

7.1.5 Follow Up 

The follow-up necessay for this product and market will be constant. New exciting growth or 

remedialresults should be communicated as they occur. Training on the use and benefits of the 

product shouldbe providedto all the field stafffor the blender(s) with materials available to them 

to hand to end users and garden centres purchasing fkomthem. 

7.2 COMMERCIAL ORGANIC PRODUCERS 

This market is judged to be so insignificant as to not require the development of a 

marketing strategy at this time. Current organic producers are primarily 

manuhcturing their own compostsand are using small amounts of supplements such 

bone and blood meal. As the organic production grows it will become part of the 

mainstream markets for 100% organic fertilizers which are being sold in small 

amounts through retail garden centres today. 

23 ZbeehwfConsulting, 1995

Pelleted and Crumbled, Composted Pouloy Manure Marketing Plan 

7.3 HOME/GARDEN CENTRE RETAIL& FERTILIZER DISTRIBUTORS 

~the total gar&n centre retailfetilizer distributor market for PCCPM, 85% may 

be servt”cedby product originatingjbom fem”lizer blenalm (hs ident@edpretiously) 

and amounting to a potenn”al &mand for PCCPiU product through this market 

channel in the range of 9M to 15W tonnes, &pending on price assumptions. l%is 

leaves 15% of the pote~”al &rnand in this market segment which is consi&red 

pote~”ally accessibk?to din?ct-rna?ketedPCCPMproduct, indicm”ng a direct rnartit 

in the range of 159 to 265 tonnes, annually. 

l’he total pote~”al volume of PNO products to be marketed through centres and 

distributor, including both jil[ers and orgam”cbased products, is estimated at 

between 16(M and 2310 tonnes. l%ese jigures inclti m“cipated demand for 

PCCPM~ all rnmket channd and exbnated quandda of PNOproducts currently 

being sold in these market segments. 

lhe U3X N~”onal Gardening Survey, 1993-94 includks &tailed breakzhms of the 

types of gar&ning for which supplies are purchased. l?ais indicates that the real 

growth in supplies salts @eluding fem”lizm) h in the areas of landscaping, 

contm”ner gar&ru”ng, lawn and tree care rather than in traditional vegetable 

ganiiming and indwrplant care. W is rejlkcted in the types of products being soki 

tlvough the retail garden centres It is interesting to note that abnost tw”ce as many 

househokik purchase weed and feed ferh”lizer u purchase either regular or liquid 

fem”lizm and only 2S% of that numberpurchase orgatu”cfem”lizers. 

7.3.1 Spedc Message 

This organic product is ideally suited for customers who wish to do their part to be ecologically 

sensitiveand produce a superior growing environment for their plants and grasses. PCCPM has 

a vexyreasonablenutrientprdlle includingsignificant quantities of micronutrients. Although the 

percentageof compositionfor each individual primary nutrient (NPK) may not appear as high as 

other products on the market, as an organic product PCCPM has natural nutrient time release 

characteristics which provide extended availability for the plants. Thus while the greening may 

not appear over night as with chemical fertilizers it will develop stronger and be longer lasting 

with less stress on the plants. 

PCCPMhas been fully testedin both research and commercial applications and has demonstrated 

superior growth factors and impressive consistency from batch to batch. It has experienced 

absolutelyno burningproblemseven when placed on newly planted grass and being a composted 

24 Zbeetrq$tinsulting, 1995


product exhibits antigen factors reported by federal researchers. 

The product is available in both a standard and greens grade size so can be used in a variety of 

circumstances and with a range of spreaders. It is virtually odourless and maintains its particle 

integrity with very little, if any, frees. 

Both the packaging for PCCPM and the promotional materials provided include specific 

informationon the product, recommended quantities for use with a range of crops and directions 

for application. 

As well as a lCN)%organic stand alone product, PCCPM is used extensively to enhance the time 

release characteristics of a number of fertilizer blends which are marketed as “PCCPM organic 

base” fertikxs. Theseproducts may provide the faster greening that some customers require as 

well as some of the time release, rnicronutrients and other factors that PCCPM can provide. Of 

course an organic based product will not satisfy those who desire a 100% organic on aesthetic 

grounds and PCCPM will fill the bill for them. 

7.3.2 Information Channels 

Garden centres and fertilizer distributors receive much of their information from the fertilizer 

blender reps who service them and from customers who report on product characteristics and 

results. Thus the primary channel for getting the message to them is either direct from the 

manufhctura, either by pMted materialor, more likely,by direct contact or through the fertdizer 

blender representatives who call on them on a regular basis. Specific information on results of 

tests and commercial applications, including pictures, is very important for this market segment 

as they deal on a very visual basis with their customers. 


PCCPM is an organic fertilizer with relatively high nutrient components, that is backed by 

impressive research results, is non-burning in all circumstances and retails at a price which is 

below other organic fertilizers and many of controlled release chemical fertilkr products. 

7.3.4 Coordination For D~ibution 

The product is available through the fertilizer blenders or may be purchased direct from the 

manufacturer. No attempt will be made to develop local warehousing for the product outside of 

25 Zbeetno# Cl_msulting,1995


that provided by the blenders, garden centres or distributors themselves. 


Scheduledfollow-upwith all retails and distributors should be made to ensure that any problems, 

no matter how minor they may seem, are dealt with quickly and professionally. One firm talks 

of a “no quibble guarantee” and that is how the business must operate if it is to prosper. It also 

meansthat internal controlsmustbe such that any problems shouldn’tleave the plant as they will 

cost much more when handled later. 

New informationon uses and results should be transmitted to all customers as they are received. 

Eachprovides another opportunity to promote the product, provide additional sales ammunition 

for the tint line centresand distributorsand a chance to top up the order that might be ready but 

not placed. 

7.4 VEGETABLE MARKET GARDENERS 

Industry sources have suggested that this segment of the market accounts for fem”lizer 

sales which equal about 10% of the product moving through the garden centres. 

Based on this ratt”onale, the vegetable market gar&ning market segment may 

currently represent a PNO product market of about 60 tonnes, annually. lhe 

potential yearly markets for PCCPM jillem and direct marketed PCCPA4 are 

estimuted to be in the range of W to 150 tonnes and 16 to 26 tonnes, respeetiwiy. 

Xke total PNO market in the vegetable market gar&ner market is estimated to be 

in the mnge of 161-231 tonnes, annually. Su@icientrnotivati”onfor purchase by this 

sector couki therefore providk access to a sign@znt market. 

7.4.1 Specillc Message 

This marketoperateson a very similarlevel as the retail gardencentresalthough they will be more 

receptive to research results as they are used to dealing with the agricultural research and 

extensionservices. The group is not homogeneous. Some will be attempting to reduce chemical 

inputs as far as possible while others will simply be looking for the production method that 

producesthe largest volume in a giventime. This will be reflectedin their selling methods as well 

as their production. As such the general messagtx outlined under retail garden centres and 

fertilizer distributors will also apply to this market. 

26 Zbeetno~Clmsulting, 1995


7.4.2 Information Channeh 

Vegetable market gardeners receive much of their information through their suppliers be they 

garden centres, fertilizer distributors or fertilizr blenders but also rely to a large extent on 

agriculture extension agents. All of these then become channels through which information on 

PCCPM should be directed to the market. 


The motivation for purchase will be the opportunity to purchase a superior organic or organic 

based product which is backed by impressive research at a competitive price. 

7.4.4. Coordination Of Distribution 

Much of this product will be soldeither throughgardencentres, distributors or blenders. In those 

exceptional circumstances where product may be ordered direct the firm will need to deliver 

direct. If this is not possible or profitable customers should be encouraged to order from the 

distributors already in place. 


Market gardenersare usuallyknowledgeablerespected growers whose recommendations could be 

effective in winning over other producers or home gardeners. Effective follow-upon a yearly 

basis with at least some of the larger market garden users of PCCPM could provide those 

recommendations. As well it provides the opportunity to solve problems and create a service 

image for the company. 

7.5 LANDSCAPERS AND LAWN CARE FIRMS 

lhis rruwketis of negligible value due to the lack of incenthe to move to orgam”cor 

orgam”cbased fern”lizem. l%ej?nns are most interested in quick results ~“th repeat 

applicatioru necessary and therefore use lbwerpriced, higher nutrientfonnulan”ons 

with high &nsity (Wows more product to be cam”ed on the truck). l%esejhm use 

orgam”cproducts only when specific~ly requested (ma price) or when they have a 

sim”on requiring soil amendment as well as nutrient inputs. 

27 Zbeetno#Clmsulting, 1995

Pelleted and Crumbled, Composted Pouhy Manure Marketing Plan 

7.6 

7.6.1 

GOLF COURSE SUPMUNTENDENTS 

Ibis fertilizer sector is sign@ant, wily ideqj!iable, and one which all blendm and 

distributors target. As Summary T&le 1 indicates @3, above), the go~ counre 

?na&t is one of sewal in the institutionalrnankWsegment. l%e pote~”al market for 

PCCPM as ajilk?r in blended products is estimated to be in the range of 113 to 188 

tonnes, annually. lZe poten”al marketfor direct marketed PCCPiU to go~courses 

may amount to a@ther 20 to 33 tonnes. 

l’he went annual market for PNO producfi in the institutional market segment, of 

which gofmumes is one sector, is indicated to be 5W tonnes. The Summary Tdle 

suggests that the total potential &mand for PCCPM and other PNO products 

combined may be about dhuble the current use of PNO products in the Lower 

Mainland of B. C. 

Specific Message 

PCCPMis a 100%organicproduct backed with stringent research and commercial testing. The 

product is available in both standard and greens grades with both having an analysis of 5-4-5. 

Being organic it has been shown that these nutrients are released much more in tune with plant 

growthrequirements therefore significantly reducing nitrogen leaching through the sand base of 

greens and tees and producing on going grass production normally associated with much higher 

analysis fertilizers. 

On a costklue basis PCCPM is very competitive. 

As a composted product PCCPM also brings a number of micronutrients to the mix as well as 

other beneficialantigenfactors. The product is guaranteed to be non-burning and is viewed very 

positively by a large segment of society as being environmentally sensitive for both its nonpolluting 

and recycled product characteristics. This latter factor has proven to elicit positive 

reaction from golf club members (as long as the grass is in top shape). 


The primary information channel for golf course superintendentsare other superintendents so 

materialsaimed at this ‘inarketshouldincludeendorsementsfrom the course superintendents where 

commercial testing of the product was carried out. As new courses are added to the user lists 

endorsementsshouldbe solicitedfmm them to add to thearsenalas new golf courses are targeted. 



The next source of information for this group comes from the fertilizer reps who call on them. 

h this case it is first importantto have the reps themselveson side. (This can be a problem if the 

PCCPM producesa lower margin than chemical fertilizers). Once willing to sell the product the 

reps need a full range of research information, testimonials and written guarantees in order to 

move their prospective customers to the PCCPM. 


The main motivationfor purchase will be to secure a product which will produce longer lasting, 

more durable, better looking tees and greens with other uses being secondary. Samples that can 

be tested on the course by the superintendent will assist in securing long term purchasing 

commitment. 

7.6.4 Coordination Of Distribution 

Distributionwill be carried out either direct to the golf course or through the fertilizer blender or 

distributor handling the sale. As potential volumes are significant distribution should not be a 

problem. 

7.6.5 FO~OW Up 

Follow-upby the manufacturerwith this groupis imperativeas being large volume fertilizer users 

they may or may not be receiving the straight goods about your product from the blender or 

distributor reps. Therefore direct reality checks are necessary. This is also a good way to both 

solicit testimonials and deal with problems directly. 

7.7 RECREATION FACILITY/PARKS/SCHOOL YARD 

& CEMETARY MANAGERS 

These managem are profusional but conservative in their approach to fem”lizer use 

both due to constant budget constraints and a desire to not make mistakes which 

muld come back to haunt them. Consequently they are usually slow to accept new 

products or method of use. 

2%e recreation fwility, parb, schooh and cemeteries sectom are presented as 

components of h insti~onal mdet segment in Summary T&le 1 @ 3, above). As 

indicated in the Summary T&le, the filler market represented by the fem”lizer 

29 Zbeetnof Cbnsuhing, 1995


7.7.1 

tonnage uwd the instituh”onalmarket segment is relm”vely sigrdjlcant in terms of 

current PNO use. However, the accessibility of the jiller market to PCCPM is 

considered extremely &pendent on dernonstra”ng low cost and trouble-j?ee 

pe~onnance of PCCPMproducts in specl~c uses and applicah”ons. 

l%epotenti”alrnanketforPCCPM in these sectonr is estimated to be about 337 to 562 

tonnes, annually, in thejiller market (i.e., about 75% of the institun”onalmarket for 

jlllkm)plw ajidaer 59 to 99 tonrux which may be marketable directly to end-usem. 

SpecMlc Message 

The messagenecasary to win over this marketsegmat is irrefutable proof that PCCPM has been 

fully tested and provides superior results in recreation or playground applications with lower 

yearlycosts (product and application). The product also has produced spectacular results in use 

with flowers and shrubs in park settings. 


As with other groupsrecreation and parks managers listen to their peers. Testimonials from one 

can be used with others. As well they receive a significant amount of information from fertilizer 

reps and therefore a well armed rep can assist immensely in breaking into this market. 


The primary motivation is production of good quality fields, lawns and beds within the budget 

allowed. If any “environmentally friendly” brownie points can be earned at the same time that 

is a bonus. 

7.7.4 Coordination of Distribution 

Although most parks and recreation purchasing is done by tender they may not take all of the 

tenderinto their storageatone time. This then requires that a local fertilizer distribution firm be 

the primary bid contractor so that the product can be drawn from them on an as needed basis. 

30 Zbeetno#Clmsulting, 1995



As with the golf coursesuperintendents follow-up should be scheduledon a regular basis to both 

ensure that the message of PCCPM is getting through and that any little problems are being 

handled before they become big problems. 

7.8 CONVENTIONAL FARMERS 

l?ais market segment of the British CWumbiaferL”lizermarket b one of the more 

diflcult for PCCPA4 to access. Most farmens have opponuru”tyto use various 

rnanure.son an as needed basis ~“thfem”lizers added for certa”n crops, speclpc 

gnnwhperiodr orpmduction cimmwnces. l@ ther~ore see littlk sense in paying 

extra for orgam”cor orgam”cbased products when they can aali the raw material 

directly. lle only event which w“ll turn this around would be a prohibition against 

spwading of raw rnanumfor envimunental reasons. Even then we wxddprobably 

see simple composts as the product of choice for replacing the raw material on the 

land. 

7.9 SERVICE CLUBS - as fund raiser 

W is apotem”al _ but one more realistically assoa”atedw“ththe raw compost. 

Requirements for a good jimdraiser is that the product should be relatively low 

priced, provi& sigrdjicant mark up, be easy to use, be a recognizable product and 

not require special handling or application. Although PCCPM couki meet most of 

these requirements, ajhll term compost would be more recognizable and probably 

cheaper. Ihere is, however, potem”al for PCCPM using this marketing method as 

it gains more recogm”tionin the gar&ru”ngcommunity. l%ej?rm may wi”shto stan 

through the selling of bagged compost and then move the serw”ceclubs into the value 

added PCCPM at somejiuure dute. 

31 Zbeetnofl Consulting, 1995

Pelleted and Crumbled, Composted Poult~ Manure Marketing Plan 

8.0 MARKETING PROGRAM TIMING 

8.1 DEVELOPMENT STAGE 

The developmentstage for this product should include test production (using the actual compost 

and equipment that approximates the production line proposed) and significant testing of the 

finishedproduct to discover its attributes and remove any problems. This should involve testing 

in both research (Agriculture Canada) and commercial (farm, lawn and garden, golf course) 

circumstancesas well as testing of development of fines or dust in normal handling, the integrity 

of the various sized products, odour abatement mechanisms, etc. 

If the product is to be viewed as something more than a manure or even composted manure 

product (low cost, limited effectiveness, good soil amendment)it must have sufficient research 

behindit to set it apart. Even though the primary marketing strategy is targeting a filler market, 

the benefits must be fully visible or the tendency will be to stay with the limestone they are 

presently using which provides weight without bulk. If we wish to replace existing organic 

products in the “organicbased”market we will need to compete with the research that each firm 

has produced, as well as their prices. 

In addition, the written or visual materials to be used in the introduction will need to be 

developed. These shouldincludesignificant numbers of either research or test user quotations to 

back up the claimswhichwill be made. Graphicsfor bagsor bulkcontainers should be developed 

and orderedin sufficientquantities for the introduction. This period can also be used for further 

costingand product review with selected end users to continue to confmn the perceptions of the 

proponents. 

Due to the seasonalrequirements of growth response testing this development stage should be in 

place for at least one growing season before company moves to the introduction stage. An 

exception could be the introduction to the filler market where the PCCPM is to be used for 

replacing limestone. Some preliminary testing of the PCCPM would need to be done to ensure 

that the granuleswill not break down, that the product will not result in burning of crops, that the 

odour is within the acceptablelimits of the blenders to which it is introduced and that the analysis 

of the PCCPM is consistent from batch to batch. If, however, the product is to be identified in 

the blend (eg. “organicbased fertihm with PCCPM”) the research results will be necessary prior 

to that identifier going on the bag. 

32 Zbeetno# Consulting, 1995


8.2 INTRODUCTION STAGE 

Once the products have been fidly tested for both physical attributes and growth characteristics 

(includingpotentialfor burning) the product should be introduced to the fertilker blenders in the 

immediate market area as a replacement for their organic or limestone fdlers, or both. 

Coindentally with that discussionsshouldtakeplacewith thosefirms who purchase private brand 

products from those fertilkr blenders to inform them of the availability of the product, its 

attributesand the fhctthe proponentsare in the processof offering it to their suppliers who could, 

if desired,place the PCCPM into their product mix. Pricing, of course, would only be discussed 

with the blender. 

As we believe this is not only the largest but the most viable market for this product we 

recommend that the introduction stage key on the blenders and the fms to which they provide 

private label or specialblends(for large end users). Withoutthe blenders using PCCPM as a base 

or fdler for at least some of their products there will not be sufficient volume to justify the 

development of a plant. 

The introduction stage can vary anywhere from a couple of months to a year or more. The key 

is the speedat whichproblemsidentified are corrected to reach that point when all aspects of the 

business are running effectively and efficiently. Only when that has been achieved should the 

business move on to the next stage, the introduction to other markets where the product is 

marketed as a stand alone fertilizer product. 

8.3 GROWTH STAGE 

NOTE 

Although the B.C. rnarbtfor PNOproducts used as conditioners, fern”lizers orjillers 

is estimated to be in the range of 2809 to 3953 tonnes, annually, the pote~”al market 

for PCCPM is consiakred substantially smaller at this time, in the range of 1694 to 

2823 tonnes. Price, product quality and product recognition wt”llbe Lz?yfmtors 

hem”ning whether PCCPM canpenetrate current PNO markets held by competing 

pmducn. As the PCCPMpkmt envisioned would have an output capacity of 8,W3 

tonnes on a one shiji per&y basis, the marketing pkzn w“ll require &velopment 

beyond the B.C. boriims. 

the introduction stage with the fertilizer blenders and private label retails and distributors 

the growth stage will move into the development of the othe; identified markets such as the golf 

33 ZbeetnofClmsulting, 1995


course and recreation markets, the retail garden centres and the vegetable market gardeners. h 

additionit is at this time that testing of the product for use in indoor plant applications should be 

carried out. This may lead to the sale of PCCPM in containers more suited for in home storage 

and Use. 

Concurnmtlywith the developmentof further markets in B.C. the potential filler markets in both 

Albertaand WashingtonState should be investigated. The experience gained in the introduction 

to B.C. blenders should provide the information and approach to achieve market penetration in 

both regions with Oregon and California to follow as the Washington and Alberta introductions 

turn into the growth stage. Blendersin these regions currently use a variety of organic products, 

including composts, in the development of their products. Additional competition will be felt 

from the establishedorganic fertilizer producers in the region but, as in B.C., it appears that the 

market for these products are expanding, albeit at a slow rate. 

The growth of the markets can continue with one building on the successesachieved in the other 

and no movement into a new market until fully tested and introduced in that market segment in 

the previous geographic region. 

The reason for not entering a number of regions simultaneously is the need to develop the 

increasedproductionin a step wisefhshionplus developand fully test the distribution systems into 

one market before moving on to the next. If spread too thin a problem with either product or 

distributioncan kill a huge marketarea with negative word of mouth advertising. If dealing with 

a more manageable geographic region the problems can be handled more quickly, reducing the 

negative advertising. 

8.4 MATURITY STAGE 

This product will reach maturity when it is fully accepted by the markets in western Canada and 

the western USA and the plant capacity has been reached. This may be complicated to some 

extentby a perceptionthat the market for organic products will continue to grow suggesting that 

at some point the plant production may be overcommitted if markets are found to achieve full 

production and then those markets grow. This is, however, a problem that almost any business 

would like to have as the raw materials for the end product are not likely to be in short supply. 

8.5 DECLINE STAGE 

This stageis usually a major concern for products which expect a level of obsolescence. In this 

case there does not appearto be technologyon the horizonwhich would replace organic fertilizers 

34 ZbeetnofConsulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Markzting Plan 

in the near future. Instead it appears likely that research into the “other factors” of composted 

poultry waste may suggest increased use for the foreseeablefuture, not a decline. 

9.0 EVALUATION 

The marketingplan for PCCPM requires, as any good plan must, scheduledperiodic evaluation 

to both &ermine the adherence to the plan and provide for plan corrections as new information 

and experienceis brought to light. Thus the plan should be reviewed in depth each year with six 

month updates of key information. Any significant change in assumptions governing the plan 

should lead to an immediate review to determine if major changes are required to deal with the 

situation. 

35 Zbeetno~ Corwlting, 1995

Pelleted and Crumbled, Composted Pouloy Manure Marketing Research Repoti 

APPENDIX I 

MARKET RESEARCHREPORT 

Zbeetnoff Consulting, 1995

Pelleted and Crumbled, Composted Pouhy Manure Marketing Research Repon 

TABLE OF APPENDIX I CONTENTS 

1.0 OVERVIEW OF FINDINGS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-2 

2.0 NOMENCLATURE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-3 

2.1 Fertilizersand Supplements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..I-4 

2.2 Organic Matter . . . . . . . . . . . . . . . . . , . . . . . . . . ..0 . . . ..00 . .. I-4 

2.3 ProcessedNatural Organic Fertilizers . . . . . . . . . . . . . . . . . . . . . . . ..I-4 

2.4 Certified Organic Fertilizers and Supplements . . . . . . . . . . . . . . . . . .. I-4 

2.5 Organically-BasedFertilizers . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..1-4 

2.7 SlowReleaseand Controlled ReleaseFertilizers . . . . . . . . . . . . . . . ...1-4 

3.0 FERTILIZER REGULATIONAND CONTROL . . . . . . . . . . . . . . . . . . . . ...1-6 

3.1 CanadianFertdizerRegulation.. . . . . . . . . . . . . . . . . . . . . . . . . . ..I-6 

4.0 CONTROLLEDRELEASE FERTILIZER PRODUCTSAND CHAIL4CTERISTICS 

4.i” ”””*””’”””””””””””””””;:; ManufacturedCRF Products :;; ;:; ;:; ;;:: ;;; :;; ;:; ;;; 

1-7 

;: 1-7 

4.1.1 Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-7 

4.1.2 Characteristics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..I-7 

4.2 Processed Natural Organic (PNO)Fertilizers . . . . . . . . . . . . . . . . ...1-11 

4.2.1 Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1-11 

4.2.2 Characteristics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..I-11 

5.0 CURRENT SUPPLY AND DISPOSITION: RAW POULTRYMANURE PRODUCT 

1-18 

5.i”””” Imcal ”””” Supply ”””” ””** ofPoultry ”””” Manure ””””” Il II IEIIIII JEEIIIJ RCII::E III-18 

5.2 DispositionofPoultryManure.. . . . . . . . . . . . . . . . . . . . . . . . . ..I-ls 

6.0 DEMAND FOR PROCESSEDNATUIL4LORGANIC(PNO) FERTILIZERS . . . 1-18 

6.1 PreviousEstimatesoftheSlowReleaseandPNOFe*rMarkets , , . . 1-19 

6.1.1 Useof Poultry Manure Products . . . . . . . . . . . . . . . . . . . ...1-19 

6.1.2 Previous Assessments of PNO Product Markets . . . . . . . . . . . . . 1-19 

7.0 CHARACTERISTICS OF THE MARKET FOR PROCESSED POULTRY MANURE 

PRODUCT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1-21 

7.1 Raw Material to Plant . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-22 

7.2 Controlled Release Additives . . . . . . . . . . . . . . . . . . . . . . . . . . . ..1-24 

7.3 Product odours . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..I-25 

Z-i ZbeetnoffConsulting, 1995

Pelleted and Crumbled, Composted Poult~ Manure Marketing Research Report 

7.4 Product Formand Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. I-26 

7.4.1 Terminology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. I-26 

7.4.2 Product Analysi s . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. I-28 

7.5 QualityContro l . . . . . . . . . . . . . . . ● .+.***..* . . . . . . . . . . . . 1-31 

7.6 Markets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-32 

7.6.1 

7.6.2 

7.6.3 

7.6.4 

7.6.5 

7.6.6 

7.6.7 

ConventionslFarms . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..I-32 

Organic Farms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. I-32 

Horticultural Market . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-33 

hlstitutiondhhrketsegment . . . . . . . . . . . . . . . . . . . . . . . ,1-34 

Home/GardenRetailMarketSegment . . . . . . . . . . . . . . . . . ..I-34 

VegetableMarket Gardeners . . . . . . . . . . . . . . . . . . . . . . . . . I-35 

MineandLandfillRedamation.. . . . . . . . . . . . . . . . . . . . ..I-35 

7.7 PriceIndicators . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .001-37 

7.8 Price Sensitivity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..OO.. .01-37 

SECTION A: NOMENCLATURE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...1-40 

SECTIONB: FERTILIZER REGULATIONAND CONTROL . . . . . . . . . . . . . . . . I-45 

z-u ZbeetnoffConsulting, 1995

Pelleted And Crumbled, Composted Poulny Manure Appendix I- Market Research Repon 

ANALYSIS OF TEE MARKET FOR COMPOSI’ED PELLETED POULTRY MANURE PRODUCT 

Thie Appendix repoxts onthemarket msenrchcomponed of theproject. Prior touductiq asurveyofpdenthl 

PCCPMwwmiuB.C. anddevelopinga mulcetplanandstrategy,anextensiveinvestigationof controlled release pmducta 

mxl organic fertilimr produds was unktakm. The effort included a discussion of the terminology employed in 

dmcrib@-~dmovfiw of bbl@dml@@y mqmmeds “ associated with the mmufadm, 

registrationA mdmting of PCCPM pmductr m Canada. 

Indditim)majorNorth AnAcanrmddurm ofpmcewednatural organicproducts, which are potrdal competitor 

withPCCPlvlpmdl@ wemc@acted Md~ withreupedto existiog markd coxxlitionsfor this claas of fedize+r 

pmduda. llm invedgations provided the basis for Ment@ng a raage of productchiuacterintia ad marketOriedation 

which IIMybe anticii to = to succeafd market@ of PCCPM. 

1.0 OVERVIEW OF FINDINGS 

Themajor _satthis dageofrnnrket resenmh andinvestigation- 

1. w-~ “ ia8critical attAteofapmceMed poultrynMmuepmdlld which can 8wedidly 

canpete in existing mexkds. Poor physical chw%Atk (auchMatrongodoum, sterility, uldpremlceof 

~~~)=~~fi~,ti tivms~ti~o ftiekfld~. mwhasasoil 

conkmer, a filler, or “higheai” ingredied of fertdizermixes. 

2. The Characteristicof a high qualitypelleted, processed poultly mamlrewould include 

homogmsity of particlml 

physical resistarw to breakingdown duringtransportatiq harding, storage and application 

dust-free 

abM?Omof Xnalalour 

no phytotoxicity 

pathogen- d weed- free 

measumble and Consistent& axulIy8is 

predictablebelhaviourin intendd applications. 

3. 'lhOreismadcetpotedal for Ilcolllposted, pelleted poultlymanure - pitio~ in two markets8_. 

'lhxemmket segtmzdaarethehon#garden retail 8ectoradtheinWutkd sector. However, accass to these 

__~ti@-~ti *W*d-amWher of”fler” productto fertilizer 

mixematrldktdmtors. Tomfiktim_, tipUti@tidb We~titi 

least two productlineu. 

4. Themarkets forpmcewed poultry nuua.ue-~nm~bya-hrofxp~yem~ 

governedbydkibutm airded _ systrsmlocally, nationallyandcmtinmt-wide. A aignil%xd poxtion - 

of ‘high erxl- w of cxxnpostedpoultry manurepmduc4sis in productsmixed by fe- distriira for 

customapplicathx. k~ofti~kti p~oforgtic ~timytihw*m 

orhowtheirproduda amdtimatelyused. Asecodimplication isthatitislibly to bediflicult forthepoultry 

z-2 Zbeetnoff Consulting, 1995

Pelleted And Crumbled, Composted Poultry Manure Appendix I- Market Research Repoti 

manureprocessor to develop “@l through”marketingfor his productin retailmarket8. 

5. Mtiou@tim tiaslow wmwdtiuofti*v&-, tbehorne/gardell retail mnrketis 

largely insemitive to mdeting factoraotherthanprica. 

● An Unfoltifkl, Compotted,pelleted poultry mamlre productcould enter the markd for ‘fillers” in 

lower analyais fertilizer mixes sold into b homdgardan retail sector. This productwould compete 

at the wholesale level with limestone ($50-60/tonoe). A high quality composted, pelleted poultry 

~e-ykvetie ti~v~ati~hti ~rm~yqdby 

“highereaxi”orgauic products. 

● A fodied, cornpost.ed,pelleted * manuree, e.g., 4-0-2)-0-3) ~IU@ -Y for ~ 

w~a-d~-slo%dti-forh~dm—~ 

used as coil conditioners and low analysis gardenfedizers, at a delivered “netbrick”prim to the 

- of$150hrxme. The potedal for customblendingawl pelleting of fortified organic pmducta 

for specific fertilizer dealem arxldistriirn would appearsignificant. 

6. ThehWMiord rector (playing fields, pnrks, golf CourIie,cmK4enM “ )iaamore mphiddedtifor 

fertikers. This sector is kmwledgenble of b bedits of higher quality produda aod b adv~ea of 

Umtrolled release properties. 

● There b potdial marketshare for a size qregated, coqmted, fortified, pelleted poultzy manure 

*~-rnti*-*M@P=fo~ orgenidxwd productsfiwmMonemta 

UUIAIberta. ~ical analyses used in tbe sector are 5-2-5,5-24,543, etc. 

7. A market for an “organic”fedir..er productis not sufFmiiy developed at this point in time. CommerciILI 

organic producers wxount forless tban500acresin B.C. Emduserainretail marketswillxmt paythe extra 

pricebrorganicpmducts. lkvn~ customers wnntthequicke@ renctionto fertilizeraattheloweet 

*“ 

8. TheNorth Amerkan market for “organic.based”fertilizersia growing in ‘high eml” specialtyuses such as m 

fedizer mixes for profemional turf ami golf came * andgrecas. Orgsnic @clients have Amtagee m 

time applications related to enbawxl microbial activity, disease control and presence of micro-mtrieah. 

However, tbw propertieshave not been scientifically verified ad therefore, can not be claimed. 

9. Significant markdng oppmtunity is identified by adding value to paltry manure* through furtherprocessing. 

mwa, tim-fmtiv~d -~ bumm-kti~d 

or boxed options, possibly indicating that the grater ernpbasison valuedded shouid be on Pro&d quality 

ratherthanpac@ing and advertisingCmsiderations. 

2.0 NOMENCLATURE 

Valilnlntermllareuslerlintbialeport! 

is pmsentd in Section A, p.I-39. 

l'befollowing definitions unprovided toassisttbereader. Adetaikddeuz@on 

z-3 Zbeetnoff CWsulting, 1995 

.

Pelleted And Crumbled, Comported Poultry Manure Appendix I-Market Research Repoti 

2.1 FertWzem and Supplements 

2.2 organic Matter 

Organicmatter imdefined inthe Fertilimm Actas’... thatmbstanm of animalor vegetable origin mnwking afisr the 

removnl of the moisture and total ash fractions”. Only pmductathat are eolely derived from organic mattermaybe 

identified or descrii as “organic”. 

2.3 Promsed Natural Organic Fertilizers 

U.S. fertilimr literaturemay ako make refemntx to “pmctwed naturalorganic fertilhers”. This class of fertilizers 

includesdried blood, castor pomace, canpost (ccxnpoetedplantmaterialand sawdust),cottonseed meal, dried manure, 

activated and other proceusedsewage sMge, tankage ad other organic materialawhich are byqmducta of animal or 

vegetable substance. Althctughapplicationof raw manureon croplar.dsis a majoruee of animal mamlre6,only that 

portion which is cokcted, dried ad sold as fertilizerais incMed in the claaaof procuwednaturalorganic fextikem. 

Theeffect ofproce6singisto mmximtethenutrient ccmtentof the organic eadpmductfrom genendly leas than5% 

nitmgminthe raw productto greatertban 5% nitrogen intheprcwessed product,often by fotication with chernkab. 

2.4 Certifkd Organic Fer@&ers and Supplements 

Uma reactkmpmduch,whichqre+xat tbebasematerid forthe bulk of controlledrelease products, are organic nitrogen 

compnds albeit@hetkdy producd Nmethekwa, controlledrelease fertilimmbased onunm renctionpmducta(see 

below) ampruhibitedasaacnuce ofnitmgemin the productionof certified organicpmducta. The use of elemeatal adfbr 

is dkcoumged and eubjectto reguhtion. A list of eourc8eofplantn@rienb which are consideredorganic is pmmnted 

in Appendix A. 

2.5 OrganicaUy-Bmed Fertihms 

The Candian definition of an “organically-based”fertilizer is a product which contains at lenst 15% naturalorganic 

matter. ‘llmaaalysisrmatcartya~fortheminimum amouxuof organicmatter(TradeMemommhunT410@. 

2.7 Sk)w Release and controlled ReIease Ferdizem 

Fertilizers designated as “slow release” fertilizers have delayed nutrientrelease chamcteristicain the coil. 

‘he AAP~ uses the tam ‘slow rekase’ and ‘controlledrelease”interchangeablyfo descrii fertilizers which contain 

slowly released plant nutrientsand no fertilizer label shall bear a Wtement thatconnotes or impli- that certainplant 

nutrients contained in a fertilizer are released slowly over time, imless the nutrientor nutrients are kkntified and 

~ m terms“waterioduble”, “contedslow release”, “slow release”, “controlledrelease”, ‘slowly available 

water eoluble” ad “OCCW slow release’ are consideredto apply to the same class of fertilizers. 


Pelleted And Crumbled, Composted Pouloy Manure Appendix I- Market Research Repon 

Fertilirsm which ue recognized as productswith slow release properti- include: 

● Water insoluble (N products only), such as natund orgaoic materials, urenform mnterials, ureafonmddehyde 

x, IBDU, 0-, etc. 

● Coated slowreleese, suchas8ulfur coatedureaadotherenqmdaM duble fe~m 

● Occhxkd slow Acme, where fertilizersor fertilizermaterialsue mixed with waxes, rdns, or other 

inert materkb d folllwd into particlem 

● ~ ~ water sdubb nitrogea such as lllWfOllllmteriab, uren-formrddehydeproduct, 

Inethyladiuren WV). =Y~ (D-, ~~ @cD), *. 

● _*g~_whtiwti ti~le*gm~x tibl~sti W%Of 

the nitrogen in organicform equivalentto X% N presentin the fertilimr. 

I-5 Zbeetnoff Consulting, 1995

Pelleted And Crumbled, Composted Poultry Manure Appendix I- Market Research Report 

3.0 FERTILIZER REGULATION AND CONTROL 

3.1 Camdian Fedlizer Regulation 

The Minister of A@ultum and Agri-Food Canada is maponsible for the dnhkmbo “ nofthe Fertdbrs Act, the 

legialationfbrtheq#ationamlcodml ofa@duralferti lizeruinCaaada. Comportsadproceased aewagearewithin 

ti~bwofk A&&- Wapfic&ti& ~for&Q&e_. Thexegulat.ionsdealwith 

mqmmmta in the following arena: 

● Need for registration 

● FertMzercoded ntandad 

● OuamnWd analysis and tolerance 

● Labelling 

● Unitsof ~ 

● Tentingrqhnenb. 

canadian Ministry of A@ukurechedata, toxicologiabandothera ciediatsareqmwated int.b Auociationof 

AmwicanW Food - OMciab(AAPFCO), a groupconsisting of federal, provincial, dominion and state experts 

which in formed to A fertilizer terminology more uniform and to make regulatoryrecommernh“Ons. 

regulatorIJauppmtthe terminologyand atandmb developed by thatorganidon. 

lasuesrdating tocunp@edorganic fextilizeraarecumently being jointly addreaAatthe fededlevelby the Standds 

council of Canada, CaMdian Comdtee of MinktrA of the Environnumtandtbe Dqxtment of A@ukure. The 

objective is to develop quantddve specifications and standad for compt dating to pathogena,mine+ stabii, 

--- ‘ “ “. These CIit8ti will becortM● VO_ MtiOllldCSA stamiard,requestedby indua~ to 

ensure thatordyhigh qualitypmductaareplacedon themarket. 

Agriculture Canada, Food Pro&ction and Inspection Branch, has prepared Trade Memorawia to asaiat ia the 

i@qm#kmoftlKIF~ Actand Regulationa. Twoofthosedommmta _tiorgfmioprod@a andprocessed 

sewage and by prodwtn’. Trade MemoramiumT493 lists maximum -b metal Concentration?in prwxsaed 

sewage, sewage-baaedpmductaad other by-pmductszwith a total nitrogea contentof 5 %or 10s6mpmaded for sale 

an fertilizers or aupplementa. Trade Memoran&m T4106 provides ● tirther interprdationof organic fertdimra as 

defined under the Fertikem AcL 

Furtherdetail on regulationspedaining to processed naturalorganic produds is presentedin Section B, p. 1+. 

‘TradeMemonudum T493. April 26, 1991. Metal concedmtiom in processed sewage andby pmducta. Trade 

MemorandumT4106. April 10, 1991. Organicfertilimrs under the Fertilizers Act. 

mseindude,buta mnotlimitedtoco mpostedmsnure, municipalwaste taxhge, garbagetankage, leathertankage, 

industrialmwage. 


Pelleted And Crumbled, Composted Poultry Manure Appendix I- Market Research Repon 

4.0 CONTROLLED RELEASE FERTXLKZERPRODUCTS AND CHARACTERIS’ITCS 

In this report,fertilizera with “slow releaae” and “controlledrelease” chamcteriatkxare referred to collectively as 

“controlledreleaae fertilbra’ (CRI%). This termmo “ logyiaconaisted withthedefinition uaedintheinduaq. 

Controlled releaae fertibni (Cl?l%) can be differdiated into manufacturedad proc8aaed pmducta categories. 

ManufacturedCRFs fall generally into the clam of qnthdic organic controlled relense nitrogen compoud, although 

CRFScan refer to caqoumb ccqwaed of b two othermajorplantnutrbta ***W and potassium. 

Processed naturalorganic (PNO) CRFSare by-pmductaof the processing of animalor vegetable produds thatcontain 

majorplanttienta in aufiicied ~onaoas to beqmentedaa fertikem. 

The volumM ad values of Noxth Americancommercialprodudion of CRPS are preaded in Table 2. 

4.1 Manufactured CRF Products 

4aLl RYxkt& 

ManufacturedCRFs vary in terms of nutrientamtent, rate of nutrientrelease (e.g. water-insolubleor slowly available 

nitro~ ~), ad volubilityin relationto soil moisture, ~~ PH, ** supply and aeration. lhentidy, 

matricntafrom _-&idly& produda are released by llliCIK)bid*Vity in the ad. ~ bmnkriownchamcteristicaof 

~~~e~~r by-b~-~c -aoftie (i.e.,l~ofti 

~*~*g~)or~@~~of *~wtich*hyor titi~~of 

soluble compoud conthiq plant nutriemta. 

h gemral, mamktud CRFa offer advantages over processed naturalorganicfertilizers in terms of physical integrity 

and chemical uniformity, higher nutrientanalysis, awl more designeble hmdling c~. 

1. Urea4dehyderendim caqxan#cmtain@ nootherplant nutrientsother thsnnitrogm, withanalysesinthe 

range of 18-0-0 to 41-0-0. 

● Produd Ureaform. 

Analys&38-O-O.Longer urea formaldehy& polymers. 

c ~&*~ti H~, *m_w*ti l=t~%ofkk*gmk 

cold water-insolublenitrogen form andhave a nitrogenavailabilityindex of not lea than40%. 

~mk~meforb=f~dm~fe~r~ 

lawna, ornamen@ ad selected agriculturalcrops. 

in golf Caaraea,lmme 

Minor Uses: Direct applicationto professionalturf. 

.e 

~ Jdust&a, b., Alabama(pro&d Nitrazine). ‘lb ScottaCanpany, Ohio (product 

M Builder). Omnkology, N.Y (pmduotUF 38). 



● Produc& Methylene urea. 

Tj’pkal Analys& 40-O-O. Intermedhtechain-lengthpolymers. 

Characteristics: Cold water-insolublenitrogenmsy rangebetween 2540%. 

Major Uses: As a component of gmmhted mixed fe~ for direct application. 

Minor Uses: As single nutrient ingradient, used in blended qeciality fertiliam, where urea 

formaldehyde concatmte iareacted withother fertibrmateriab inthegmdation proceas. 

~~fx-tititi wa~firtig~ blddkwdtifam. 

Sup@emNor-Am Chemical Co., Delaware (produd Nitmform, Nutrakme). The ScottaCompony, 

Ohio (productPruTurfHD). Omnk.dogy, N.Y (productUP 40). 

● Roth@ Methyhediums (Mmmtiyk triurel (’DM’nJ). 

Analysis 

~ 

>40-0-0. Shorter* polymers. 

. . 

than2S%of nitrogenis in cold water-induble nitrogenform. Higher propmtion 

of unmaded urea m lower molecularweight polymers. 

UiMXMajoruse ia direct applicationto Iavnu andturf, miaoruse h in blending with other fertilizer 

materialsin a gradation prouas. 

SuPPliertx The Scotts Company, Ohio (prod@s Scot@ Ttionn). 

● l%wducCSuspension methylemeureas. 

AIUlt@W (18-25)-0-0. 

c hm@erMics: Approximately2S%of nitrogenin cdd water-insoluble. 

Uses: Majoruse is direct applicationin liquidform to lawIMand turf in hot weather. IncreasingUS 

Whfedgtiad mfldfoti~fi*ti-q. Prodoct isalsoused toiucreasefmit 

aize, retainfiuitaet, andto incmasethe numberofleavetlontrees. 

Suppliem: C3eorgia-Pacii5cCorporation@ducts RESI@ROW, GP-4318). 

● Pro&@ urea-formaldehyde solutions. 

Analysis: (26-30)-0-0. 

Cbwh&tkb am clear-watersolutions which, while not containbg water-insolublenitrogen, 

have exkndednitrogrmrelease characteristicsdue to the preaenmof unacted Ureainlow lnolecular 

weight polymem. 

Uses: Majoruse is dirwl applicationin liquidform (and see suspensionmethyleneureas, above). 

Supplienx Borden Inc. W.A. CleIUYCmpmntion, New Jeroey(prod@ FLUF 16-2-4). CORON 

~ Pennsylvania(productCORON).C.P. Chemical CompanyInc., N.Y. (productNitro-26- 

CRN). C3eorgia-PacificCmporation @oducta GP4340, GP4341). HickSonKerley, Tnc., Arizona 

_ Fonnolene Plus). 

● Prolh@ Um-triazonesolutions. 

Analy&28-o-o. 

~ti isa peteded produd providing extended nitrogm release ckracteristicd because 

of it8unique closed ring configurationof the urea fomakkhyde-ammoniacomponent. 

~ Pd@ deSii fmwfti application to lawns and turf, foliar applicationto highvalue 

specialty crops (ad aee suspensionmethykmeureaa, above). 

Suppliers: Hiclawn Kerley, Inc., Arizona @oducts N-Sure, Trisert). 

2. Isobutyraldehyde reacted with solid urea. 

● Produ& Isobutylidenediurea (IBDU) 

Analysk 31-0-0. 


Pelleted And Crumbled, Composted Poult~ Manure Appendix I- Market Research Repon 

. . 

Chmdmsms : 90% of nitrogen ia in water-iusduble form. 

-Vd*m_tititid fe*mforgoM_dtirti. Alaommketedto 

commercial growers of atrawbernes, tonWoe#, bell peppera, young citrus trees, watermelons, 

cranberriesand other high value agricuhd crops. 

SuppkEVigom Must&w Inc., Florida(proth@ IBDU,Pad%Woodace, Certified I-IamatKing). 

3. Acikatalyzed tiOll of urea with awtddeh yde. 

● ProducC Crotonylidenediuren(CDU) 

-Sk 324-0. 

Charaderistics: Release chamctetitics affected by particle size, temperature,moisture, pH, soil 

acidity. Slower releasing thanIBDU. 

uses: Golf Cuuraea. 

Suppliers: Importedliom Japanby Helena Chemical Co., Tennessee (pro&ct Meiater). 

4. Coated Fedilizers 

colqngofdubMedizerm 

ateriAwMl “ 

Sempnmble or impemmble membraneacreates slow release ~. 

=fe~~wti~~~ 

: 

~ b ~fl and b fertili= or iimctionadditionallyana aoulce of plant murient. 

● Produce sulfur40ated Uma(Scu). 

Analysis: 37-0-0-16. EncapmMon of atandd gmdated urea with aulfhrad senkuk(wax). 

Chamdenw“ “Cs:Scu pro&ctam ~ intermsofaaeven~ydissolution value. Moat SCU 

- w d=i@ to release 20-33% of nit.rogrmin aevemdays. 

Mqjor Uses Most SCU is blended for profamionallawn cue and lamkape mdemmce. 

Minor Uses: consumers Iuxlgolf cQurae#,“premium”lawn fara. 

Suppliers: Terra Mem@iod (Canada) Inc, Ontario. Puraell IllduatrieaInc., Alabama @duct 

Trikote). The Scotta cOMplUly,Ohio @oduct poly-s). NOR-AM Chemical Coqany @roduct 

Enspan). 

● Pro&@ Sulfur- phosphatecompoundsand aulikaated potaahfextilimu. 

uses:Golfwllrlws,lawncare,nurseries. 

Suppliem: Terra htematbnal (Canada)Inc., Ontario. PuraellIndustriesInc., Mabama (pm&cts 

Trikote,PolyonPCl?).LESCO,Inc., Ohio@o&t P@ Plus). Cedar Chemicals Corporation(pro&d 

Multicote). 

● ProducC Polymerhulfiu-coated urea. 

Analys& (38.5+40-(11-15). Sulfur-coatedurea is coated with a polymer sealant. 

Chamdemm“ “ 3@ber nutrientefficiency, unifom release over time, ability to alter release pnttem 

by varying polymer thickness, improved hdling cbm@ena“tics (kss chat and bredxioum). More 

effective polymers are * sulfur coatingunnece6.my for controlled release propertk 

Us@Vholesale nurseriesand greenhouses, blealed consumerlawn and gmden fe~ra, specialty 

agricultuml crop6(e.g., at.rawberries). 

Suppliers: Pursell Muatriea Inc., Alabama (pm&cts Trikotel Polyon PCU). LESCO, Inc., Ohio 

(product Poly Plus). The Scotts company, Ohio (productPoly-S). Vigoro IndustriesInc., Florkia 

(productEscote). SherrittInc., Alberta (productsDuration, ESN). Imported km Japanby Helena 

ChemicaI Co., Tennessee (productMeister). 

1-9 Zbeetnoff Consulting, 1995


● Produ* 

. 

~ 

Polymerqe 

fertilimm 

from polymer- single nutrientmaterials(e.g., urea) to custom blends 

of polyruw-coated single nutrientandblemledmaterials. Polymer coating acunmta for 4-15% of the 

fertilimr, by weight. 

. . 

~utriatrelease 

Caatthicknmls. 

canbecantded over ● wide range of coalitions by vqing polyrmr 

~imludeqeciahy agridhdcrup, professionalturf andcommercial nurseriee(andsee 

polymer/* mated uren, above). 

Suppkamd Imiudm Inc., Alabama(predud Trikote). SherrittInc., Alberta @oducta idude 

~ MN). ~ m e, Ohio (prmh@aScottKote, ProKote). The SierraHoficultural 

Pmduc#8Co., ~-~. “ 

Sierra, Agr&o~ 

Japanby PlantcoInc., Onterio(pro&et Nutrkote). 

Sierrableu,High N). Jmpmtedfiorn 

5. Other Slowly Soluble Fertilizers 

W_dC~stiti a_ti WmW~, ~hwti-bd~~~ 

where divalcd metab (e.g.,magnesium, iroQ zinc, copper or manganese)ad other mmienb are *O slowly rdeased. 

Other fertilimm in this group are spike, stake, tabletedd briquetteproducts, 

● Products Multi-nutrientcompounds 

Analysiw Varioull 

Chfmmemb“ “CS:Divalent tic compounds slowly release mdlic nutrients. Very controlled 

release of nutrientsfor planting, starterand cataimr application. . 

IkQqodswithme!Mlicpllutmtrielm are used mainly in professional floriculturewith pottiag 

arxibeddingsoilmixee. S~dsti~Ud*y titik~dgti~tibmr 

applications in landscqing andnureerie@and peremlialfnlit crop. 

~HyPKK Cmpmwtion,Georgia (pro&d HYPO~. ‘llMSierraHorticulturalpmducta 

CO., Cdifomie @oduct A@fonn, MagAmp). viiOIU hiustriee b., FIOli&i(pro&ct Wood@. 

Weatherly Consumer Pro&c@ Kentucky(pro&ch Jobe’s fertiker spikes, Ross Gro-Stake@. 

I-lo Zbeetnoff Consulting, 1995

Pelleted And Crumbled, Composted Poultry Manure Appendix I- Market Research Repo?t 

42 pmcessd Natural Organic (PNO) Fertilizers 

42ilh!duQts 

Processed natural organic fertilizers are expected to have lower nitrogenanalyae4thaummukked cRF13becauaeof 

the relatively lower nifrogea content of their constituentmaterih, animalaod vegetable waste. Nevertheless, organic 

rwtteds used as PNO fertilkem and soil conditionerstend to containsignificantlevels of P, K, S, micro-nutrientsaml 

organicmatterccdert. ~drn PNOf~&~hti C~tiktivegtiktiti 

-~d-d,~~d,tid 

maoure, sewage sludge products, leatherad garbagetaukage, 

driedblood, feathermeal, fish bone meal, fish oils, castor pomace, guano, by-productof com processing, etc. 

‘nM!misamderab levariabilityinthedegmeofproceaaing of PNOpro&ctrinco mmercial markets. Processed organic 

materials may go tluwugh one or all of the various stage4 of processing before being used as fertdizem and/or soil 

cmditionera. 

1. Stage 1 PNO MaterMs 

Stage 1 level of processing consists of t.ranafonniuga raw organic productinto ● more stable nutrientmaterial 

--oftifik* 

pmessax drying,anaerobicdigestion, aercbic rxnnposting,hydrolysis, processing 

by-product. In comporting, catbon amdmmta may berequimd to bedded toaasiat the decomposition 

pmceua. ~of_ti@titi tigeof_~-y dhctidfiti_dh - 

directly as ● CRP product. However, the benefits of higher level processing will be compromised if the 

~keshhql*dbmq-ahutikkb~-. 

● Pro&@ Dried Animal Manures 

-: 

Bovine (0.54.9)-(0.25-0.5)-(0.4-0.8s) 

Poultry (4.0-4.3)-(1 .5-2.0)-(1.0-1.6) 

Chmdemil“ “CScrumbled ad wxeened. 

Uses: Used more as condit.ioneraratherthanfertilizers. 

Produl!em various 

Marketing Locally: Ye# 

● Produ& Sewage Sludge Pmducta 

Anqysk Composted

Pelleted And Crumbled, Composted Poultry Manure Appendix I- Market Research Repoti 

~ed 

L. 

. . 

produds of leaves, straw, sawdust, etc. Typically is variabilityin fiual 

uSeS: Low nutrientsoil amadmmt tuxitopoil replacer, pottingroils. 

~= Ca#al Regional District, Victoria. 

● Produd Animal waste composts. Clumbkd d screened. 

Al@@: E.g., 442 compostedpoultryproduct, 1-1-1 star manure.Varies by imposition of raw 

-.. 

~~g*&hstiomMbtihgmofm~, 

b@in a more stable organic form. Less than 15%of total nitrogenis generally available in the year 

ofap@atim Carbonmurcuammdmds topoultrymanures targetCarbomnitrogen ratios of 2s:1. 

Pmtially ttable matdals, i.e. composted under 6-8 months can impartmal+doum to the finished 

productorbumvegetatkm. Tooquiddyctxnposted prodt@sbeCOmeste&ifbenefiCial SOflmicrobeS 

are killed along with pathogeas. 

Uses: A8 a soil conditionerand low-analysi8organic fertilizer. Coqmted cattle manurefor use in 

semi-arid regions i8 used in mine Xdamationa. 

ProducMw StutamanFarms, Grego& In SeasonnFarms, hngley. Con Agra, Idaho. 

~_ k k Farms, Laxlgby. GardenWorkn,Victoria. 

● ProducC Plrmt/FisMAoimalWaste Compost Fertilizer, Pelleted, cmmbled and screened. 

Analysis 8-2+ 

. . 

~ 

5-5-5,3-3-3. 

AnswerGsden productsare made from organicmatterfrom retails, restaumnts 

dti, =fi~tim~p-: xfimfihp~p~:-hti~~ 

esing plantnkheries; small amountsofpcultrymamuq yard and gardenorganic wa9te. 

Uses: Potting Ah, soil conditioners, organic fertilimm. 

wmznvimwaste 

Akiergrove). 

Mustria Ltd., Vancouver(Subaidiq: TheJAnswer GardemPro&cta Ltd., 

MarMing _ EaxthGm,1881Selectad The Answer brandnames fromEnvirowaateIndustriw 

Ltd., v anauver (Subaii: The Answer Ganien Pro&cts Ltd., Aldergrove). Pro&da sold through 

retailem such as Costco, Safeway, Buy-Low, gardencentres. 

c Fro&@ Hydrolymd leathermeal and copolymerizedleathertankage. 

Analysk 

~ 

conce@r@d nitrogenlevel. 

. . 

is hydmlysedor chemically extmcted from organicmaterialswhere nitrogen 

is not present in an available from. 

Uses Prohibitedinorganic farming. Mainly used as a componentof blended fertilizers. 

Producerw Hynite Corpation, 

Marketing Locally 

Wisconsin (productHynite). 

● Ihduc& Liquidby-productof com processing. 

Analysi.w 1-4%nitrogeal 

Uses: Applied to local farmpasturesad croplawi, free of charge. 

Pro&mm: Archer Daniels Midland, North Carolina. 

Marketing Lucalljv None. 

2. Pn.wOasedStage 1 Products 

. . 

~ pMCe8S&maybe undertaken to improve the physishading characteristicsof a stage 1 product. 



Driedor composted materials are pelleted or gradatd to yield a fextilizerhoil conditionerof higher density, 

nwm unifbnnsize, greater@ysti ide@ty, ad mom uniformnutrientard moisture content. Treatmda lllliy 

bemquiredtomask ormduceodcurs. Theaeprod@s can beretnilmmketed alone orusedas aiWerinrnixed 

fertilimr pmducta. 

● Pro&I@ Pelleted PoultryManureCompost 

Analyskx 343 

charaCkm“ “(!s:Broiler litter, with pine mwdusthbnviaga, composted for 6-S weeks. Cmshed and 

~~ka~ti-b-~~ ~ptinofbntitimp. Shipped 

at 12% moisture. 

-ti US6m M%mUrnM titi@__ (e.g., rice fields). Onthe US 

mm~, tifimof~-md ontidgmktigo~~ti. 

Producemx Dynamic Lifter, Alabama. Harmony,Virginia. 

Marketiq Locally None. 

● Produck Graoukd PoultryMsnurecompost 

Analysiw 3-2-2 

~_littercumposted for6-8weeks. Sustaneuses apiamillto graaukproduct. 

uses: 

Producerw Sustane, Mbesota. 

Marketing Locallx Agrico, Delta. 

Q Pro&d Pelleted DehydratedPoultsy Jitter 

Analysis: 5-3-2 

characteristics: Layer manurecollected at 60% moisture, dehydrated&wn to 7% moisture, after 

whiih it is pelleted, gmdated audblemkd. 

Uses: Sold throughoutwestern US, throughUnited HoxticultumlProducts (Con Agra). 

PIWbeRS: Mom@ Fresh Egg Fame, ~lorado (Rich Lawn). 

● Pro&K& Pelleted DehydratedPoultryLitter 

Analys& GuamntA 3-1-1, but up to 3-2-2, dependingon feed. 

Charaderistics: 

Uses >W%mUhtiforblqhtib-gdm_.

Pelleted And Crumbled, Composted Poultry Manure Appendix I - Mart Research Repoti 

● Pro&d Pellded Digested or CompostedSMge FortiM with ManufacturedChemicals 

hdySh E.g., 3-2-O 

charW@Wl “ “=: 

uses: 

prod~ WaterReaurcer Autlwrity. City of Milwaukee, Wisconsin (Mlorganite). 

Marketing Local@ Milorgaoiteby IotegritySales, Victoria. 

● Prod@ GmnuMed Vegetable CompostFoxtitiedwith ManufacturedChemicals. 

Analysis: 

Chmdemti“ s: Fortified with urea. 

uses: 

Marketing - Envirowaste hxiustrk Ltd., Vanmuver (Subsidiq: TIMAnswer Oar&m 

Pro&c@ Ltd., Aldergrove). 

● producC Gnu@ied Poul@ ManureCompostFortified with OrganicMaterials. 

Anaiysk (3-14)-(.2-10)-(4-10) 

Cba@rkkSroiler or turkeylittercompost fortiiled withhydrolyzed feathernwnl, blood d, 

mttomed nnxd.Productsdiffercdated by grade size ad analysis. Hmnmny 14-3-6 orgaubbmed 

product is 60% compost contdning 60% wster-insoluble nitrogea. Sustane uses a pin mill to 

--- 

QmmlcmMturf mmdainen, “ lawn cam, home market,institutionald 

thit and vegetable productionmarkets. 

golf coursa , specialty 

=~ =-,=:_ ~ k., Virginia (Bridgem products). 

: ~by Afiw, Dehtihu morgtickbti4 

retail products. 

● ProducC Pelleted Dried PoultIYManureBlendedwith Mnmfactured Chemicals 

haly~ 8-8-8 

Uum@rkdCSXhumbled and screened. Organic-bssedfertilizerconsisting of 50% fortifiedbrcder 

litter compwt. 

uses: Establishmentof golf Courses,golf course roughs, substitutefor pent moss in home gank 

market. Processing technology developed by TennesseeValley Authority, Alsbama. 

producers: Howe Co. (Con Agra), ~ethis-d-y. “ 

Marketing -: None. 

● px’odu@ &anukd hukry Manurecoq.mt Fortified with Mmdkked Chemkab. 

Analysk (8-18)-(’2-8)-(6-8) 

Charac@nW“ “es: Organic+ssed fertilize fortified with urea to boost nitrogea content. Some 

fomndatkm Umtainseco ndalynutrieats. sustamuseS apillmill togramdateprOdWt. 

Uses Used primdy in mixed fertilizers 

Producers: Sustsne, Mbesote ; Harmony,Virginis. 

~qkti~w~, 

+. 

hl~ddm-orgticb hti~~ 

● Product: OnmuMed PoultryManureCompostFortified with Organic Materials and Manuf” 

chemicals. 

A@ySk (10-18)-2-(6-10) 

Cbmdt!mm“ “ f%llallamoudsofmm &@ued CRFaodor soluble potash are addedto raise analysis 

of blended organic-basedproduct. Sustaneuses a pin mill to granulateproduct. 


Pelleted And Crumbled, Composted Poultry Manure Appendix I - Market Reseaxh Repon 

us Institutional,ldscqem d golf causes. 

Producers: Sustane, Minnesota. 

Marketed Local& Sustane Mmmketedby AgricQ,DeIts. 

● Produck Pelleted Poultry Msnure CompostFortified with ManufacturedChemicals. 

Analysis: 3-6-3 

. . 

c ~coqmted6weeks. 

are used. 

Uses: Custom retail market (Home Depot) 

PelletedpIuductiscrushedsd smeened.odour maskem 

Producers Dymunic Ii&r, 

Marketing I.mcal& None. 

Alabama. 

● Produ@ GmnuMed Feather Meal, Blood Meal, Bone Meal and Cottonseed Meal. 

Analysk (10-12)-2+5-S). 100% Orgsnicmnterisls. 

c hsr@erMCS: 94% water-insolublenitrogea. 

Uses: Retail market targeted with retail packa. c%mnMIcialturf mamtdnem “ for tea and green6. 

RedentMlmvncare. Citxuraromaticsmdoilofwintergreen ueusedtomask*. 

Producers: Ringer-Ssfer Cmporstion, Mhesota. 

=b=~~n ~, Clove- @@erMer pmduc@. Ringer-Safer sells directly 

. 

● Producd GranuWd Feather Meal, Blood Meal, Bone Meal, cottonseed Meal Fortified with 

ManufacturedCimmicals 

A@%& 22-O-O,organic+ased. 

. . 

Chxtmstm : Fortified with uren fonnaklehyde. 

Uses: Professional lawn csre, golf courses, consumerlawn uui gmxlencare. 

Producem: Hanuony Pro&cts Inc., Virginia. 

Marketing = Bridgem product(EnviroBase). 

● Produ& Gradation of Co-polymerizedLeatherTsnkage andMethylene Uren 

Analysiw 

Chamdawl “ “a: 

uses: Turfmixes. 

Suppk Onmicology, Inc., N.Y. @oduct Organiform) 

● Roduc&eMed Fish Bone Mesl, PotassiumSulfste, Blood Meal, FeatherMeal, Fish Oil, Crushed 

d screened. 

Analysis: 10-3-5. Fortified version is 15-3-5 (ureaadded). 

Characteristics: Unifomnly smsll crumbles, veq clean, little odour. 

UseS: Targetsfextilimr msrket for turf. 

Producers: Bio-Gmw Pro&da Inc., Oregon. 

Marketing Lmxdly: Nom. 

● Produc& Canola Meal 

Analysis: (5-6)-l-1 

~a ~ d ~ orgtic gb is pelleted, ti cmunbledand screened. Coast 

A@ makets a gmdated f- d blendedcanola mm&ased productCAN GRO lldyllillg 5-2-5 

and 6-2-1. Product is proteinhed cud very low in salts, which diffemntiaks it from other organic 

-. 



Uses: As an organic Iiller in home marketproducts. 

ProchKzrs: CIC Can& Technologies Inc., -*. 

Marketing J.mmlly:Coast Agri, Abbotsford.IntegritySales, Victoria. 



Table 1: 

US Volumw and Values of Production of ControlledRelease Fertilizers, 1993. 

us Vahleof us Vohlmeof 

-on (1993) production(1993) 

Percent 

Urea-Formaldehyde@F) Reaction Pmducta (1) 42.5% 23.1% 

IaobutylideneDiuren (IBDU) 4.9% 2.1% 

CrotonylkieneDiurca (CDU) 

x~ Urea and polymdsulfur~ Urea 1:;% 1?:% 

Polymer Coated Materials (2) 19.8% 4.7% 

OtherSlowly Soluble Pro&cts (3) 5.5% 1.1% 

Processed Natural OrganicFertilimn 14.3% 57.8% 

Total S2S4.8 Mill. 828,200 Tons 

Notes: (1) Inchxle# UF Liquid Cowmtrata; Ureaform(solid); Methylene Ureas, NPK (solid); hkthykme 

Ureas, 40-0-0 (solid); Cold-water soluble methylene &urea, MDU (solid); dd water-soluble 

dimethylenediurea, DMTU (did); UF Suspensions@quid):UP Solutions (’liquid). 

(2) These pmductamay contain NPK materialsor single nutricatmaterialsfor custom blending. 

(3) ~ by ~e~ - ~fi CUKI potassiumphosphata where the divakmtmetal -y 

be magnesium, iron, zinc, cqper or manganese. 

z-l 7 Zbeetnoff Consulting, 1995

5.0 CURRENT SUPPLY AND DISPOSITION RAW POULTRY MANURE PRODUCT 

5.1 Local supply of Poultry Manure 

Approxi-ely 140,000 -of poultly manureare producedannuallyin tbe Fraser Valley as follows (1990 estimate): 

Poultly sector %of Total Voti (’Oootonnes) 

Chicken/broiler 51% 70.8 

Egg layer/breeder 22% 30.6 

Turkey 21% 29.2 

Broiler Hatching Egg 6% 8.3 

Total 100% 138.9 

-, M~m**vMydvohunef30f poultrymamue probed. Nevertheless, the raw product 

supply for processed netural organic fertilimm made from paultry manureislikely to beexpandecl asaresult of the 

following factors: 

● Eqmsionofthepoultry industry.Anincrease inproth@ionofpml~ nuumreover 1990 volumes is 

forecast at 163% tOth0y~2000,and~% totheyear2010. 

● Increeeedmailability in the winter, when lad applicationis not fensible. 

● More stringentenvironnwotalregulation 

● Ability of processors to be competitivein b- for raw produd 

5.2 Deposition of Poultry Manure 

Oftb 140,000 toorK!eOfpouitrymenuegtxwated inthebwer FraserValley of BC, some 39% is currentlyueedinraw 

stetebyi%rmemonthetheirownti. Theotber61% ishauledoff-farm. In summaxy,disposition of poulhy maaure 

in the lower Fraser Valley is u follows: 

● 39% appliedby poulhy fanners on their own lands (54,600tomes) 

● 20% applied off-farm on raspbeny acra as fertilizer (’28,000tonnes) 

● 29% applied off-farm as a general crop fertilizer (40,600 tonnes) 

● 12% used as an ingredientin mushroomcompost (16,8Ul tonnes).’ 

6.0 DEMAND FOR PROCESSED NATURAL ORGANIC (PNO) FERTILIZERS 

4FerenceWeicker and Company. 1994. Optionsto Remove PoultryManurefrom the Fraser Valley. 


. Pelleted And Crumbled, Composted Poultry Manure Appendix I- Market Research Repo?t 

6.1 Previous Estimates of the Slow Release and PNO Fertiker Markets 

The Ference_Weioker1994 siudy idedfhd components of the total market for fertilizershmdmnts, the potion 

poteddly accessible to all typ of poultrymanureproducts,currentuse of processed nstuml organic (PNO) products 

andcurrent useofpoultry manure. 

The Fer~Weicker 1994 study figures Nggest currentmarketpenetdon of PNOS into slow release markets of 

betweea&12% of thetotalslow release rosxketaccessible to PNOS. Of this portion, pmetmtion of BC poultIYmsnure 

PNOS W8Sdeterminedto be negligitde, consisting tiy Ofan estimated3 tonnes OfCQqosted _ in the retd 

consumermarke$. This informationis zed in Table 2, below. 

The Ference-Weicker 1994 study fooused primmily on markets for raw and composted poultry ~ -. 

Neverthrka, the wmtrolled release marketfor PNOS was idrmtifiedand roughlyestimatedat 1500 to 3000 tonnes for 

BC. ‘Ike qpmtuniti= were considered to be in the retailconsumermarketand the commercialandprofrm&mnlturf 

marketsegments. The volume estimate was extrapolatedfromPNO use in the Mhmeso@professional turf msrket. 


Pelleted And Crumbled, Composted Poultry Manure Appendix I - Market Research Repon 

Table 2 

unmarvof MarketPotential for Lower Mainlad PoultrvManure{1000tonnw) 

Souroe: Feremce-Weickerand Company. 1994. Optionsto Remove PoultryManurefrom the FraaerValley. 

Notes: (1) Baaedon current nitrogemfextilimruae equivalencydividedby 2. 

(2) Based on 50% replacemat of currentfertilizeruse ad applicationsof cow manure. 

(3) Currentrnarkd is mtumted with lower cost municipalsewage and solid waste pmducta. 

(4) Basedon @ential for replammentof 20% of total AOIM A 

market. 

realisationof 25-%of the resulting 

(5) Baaed ona compmknofpo@ation andthe PNO markatinhhnemta 

(6) Baaed on oMaining a percentage of the market for ad conditioners ~h 

manure, steer manure, sawduat,peat moaa, iish ad feathermeala. 

as bark, mushroom 

(7) Based onobtai@ alO%market &are of fertilizer mqmmmds “ related to ball and burlap 

pro&ction and cover cropping. 

@)kdon_alO%sbofti@_w~M~. 

(9) Based on okining 5% of the bulk top soil marketfor organicmaterials. 

(10) Based on theptentid for applicationof 3 tons per acre on 2000 acres in the lower maiohmd. 



7.0 CHARACTERISTICS OF THE MARKET FOR PROCESSED POUTXRY MANURE PRODUCT 

Previous market investigationhas focused on the nutrientcxmtentof poultq manuretodmatethepo tentMmarkets 

aaessible to the PNO pmducta. This focus baanot adquately explained why significantqumtitiea of the producthave 

notmoved intothese marketa,evcmwh$nthe acquisition coathas befmclosetor.ero 

. 

cuderedpoaitive. titititie~ -d~titi~kwlevel~~~ 

to umaumera, there has been little economic incentive to prime o@ioIMin this aren. 

andthenet beOefitahavebeeO 

pro&eta attmctive 

This* invadgatkmhM m-examined the marketfor PNO produds, rangingfrom “low end” to “highedm iiuther- 

_ x. W a ~ targe$edmarkts are diver6e. The promotionalstance may emphasize “organic” 

content, “organic+ased=, “fortified”,or mtrient relensecharaderktica. Of importance,non-agriculturalmarketsare 

more significant consumers of controlled release ad PNO pro&cta thao agriculturalmarkets. 

0nea@i6cm$newmarket q@unityhas mtbrx.maxticulatedinpreviousatudies. The Viller-rna rbtforconve@ional 

blemled and mixed fertibra in accessible to PNO pmducta,based Uponinbertmtadvantagesrehited to dOWnutrkmt 

releaae, soil-amding propextiea,micm-nutrient content, and penceivedpesticide characteriatica.The entry of PNO 

_titipktitidti~ ~@keqMrn-offid~, ti@~ 

level in PNO pro&cta can be a qualityfactor. Rather,transformationand improvementof the physical Amcte&& 

efpeulhy manureand compmts by further-processinghas increasedtheir rangeof applicationad aubdutd 

wider range of pmducta. 

ility for ● 

The following aectiom preaed informationon the key characteristic of produds in tlMPNO market. 

Z-21 Zbeetnoff Consulting, 1995


7.1 Raw Material to Plant 

Table 3 prescmtsthe range of raw rnsterisls that are used to make PNO pmducls. Different ingredientsare used for 

various rensons including: 

● Availability of mWmaterials 

● Adjust the Carbon Nitrogen ratio for compostiq. 

● Boost nutrkmtanslysis with orgsnic or rnsnufscturedfortifiers. 

● ‘Ihrkey andbroiler litterhave moisturenod carboncharacteristicswhich assist comporting. 

● hy- andbreeder rnsnumarequiredditional csrbon msterial for canposting. 

● Fenther, bone, blood@ MI meals containhigh levels of organic N. 

● Plant wastes have lower nutrientlevels thsn animsl w- 

● Cottonseed uxlcanola me+!dsandpoultlymsnureact as carriemin compost mixtures. 

● Reseace oftmce metalsis cbsmcteristicof sewage sludge productsandmust be present in acmptably 

low cQrEamatw“ m for land application. 

● Leathertankagenot ccmsideredan orgsnic sourceof N. 


Pelleted and Crumbled. timDosted Poultrv iktiznure ADDi??dk I - Market Resea?th ReDon 

. 

~ble3: RawMaterialsUsed in processedPouItryManurePlanta 

Pmducemof PmccssedNatumlOrganicF41izera 

organic 

MaterialsUsed Bio-Grow 

Turf 

The 

Answer 

TVA Z vi 

Dehydmting 

Suatane Hamnony 

Products 

Ringer Hynitc Milorganitc CAN 

GRO 

LayerManure x 

BreederManure x 

BroilerLitter x x x x x 

TurkeyLitter x x 

AnimalprocessingWaste x 

PlantWaste x x x 

FeatherMeal x x x x 

BoneMeal x 

BloodMeal x x x 

Cottonsad/CanolaMeal x x 

%OCUWd SewageSludge x 

batherTankage x 

F~h Oil x 

FwhProcusing Waste x x 

Unpmceaed Natuml x 

Minerals 

Tmatmcnt* 

C= Compoated,D= Dried,G= Granulated,P= Pelleted,S= Hydrolyses,X= RawMaterialsUacd. 

Z-23 Zbeetno#@Wting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Repo?t 

7.2 Controlled Release Additives 

Alempbasiirntheckwelqmldofcmtmlkd rekuse fertilizers(CRPs) has been on improvingthe efficiency of nitrogen 

use by producers. Nitrogen, as ● majorplant nutrient, commandsthe largestshareof the fertilizer msrket snd can be 

subjectto large losses before uptakeby plants. 

Marketsfor other slowly soluble fertilizersalso exist, pnxticularlyia specialtycrops, professional turfand commercial 

mrsery sectors. ‘l%erwuketfor total analysis fertilizer pducts with controlledrelease characteristicsmatchedto plnnt 

needs is growing. 

Table 4 

controlledRelensemlllpOm@ 

OrganicFertilimrs x 

Urea-Form (W’) 

Methyleae Urea 

sulfur coated urea (Scu) 

usedwithcompostsk 

kmsd Rll?lA? Mix- fBullcBlends) 

Polymer coated urea @u) x 

Zeolite Tried, by Ringer 

F tic Ad&tives 

Otherslow release fefiilizers 

I-24 Zbeetnoff Consulting, 1995 

x 

x 

x

Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Repon 

7.3 product OdOurs 

Comemux A&finite probkn if notco@rolledat sane stageof the process. Need to differentiatebetween organic smell, 

-y W-M s-u, d foul smells relatedto rnould, rot, etc. 

options: 

● 

● 

● 

● 

● 

Experiences: 

● 

● 

● 

● 

Pemeptions: 

● 

● 

● 

● 

- -w@@ period 

UaeZeQlite, *. 

Uaemaakingagentsuchasoilofwi.otergm,citrusaromatics, bananadeodorant 

Addmoreti inthecomporting stage 

Moisturecontrol@2-3% 

Zeolitetried- difiid towtnk with, abrasive to equipmentsince have to be addedio procasiu.g stage 

odouraproblemin mixing withotherfertilimr msteriab 

Have to watch that organic fertilizers do not get wet in handing 

Longer comportingperiod * economical 

Odours area disadvantage m the home retailad institutiorudmarkets 

Odoursmaybe an advantagein home gardenermsrket. 

organic smell on golf Couraeenot a problem if membersknow why 

Most impodant is “absraweof mal+xlour= 



7.4 ~UCt Form and _SiS 

lAalhminQlw 

Chemical blend organichwd fertilizer - chemical materials are mixed with compost, then iluther processed into 

gradated or pelleted products objectives: Increase N content in m organic-basedfedizer (at lesst 15% organic 

-. 

Mixed(@k) bkarledorgsnic fextilizera- organic fertilizersare mixed with a gmmdsted or pelleted compost or blended 

PNO product. 

Mixed(tndlcWxrled)organickwd fertdizerm- chemical fertilizersare mixed with a granukd or pelleted compost or 

blended PNO product. Object.k To produce ● fe= with bigbly specific relenaeckactms “ticdmatchedtothe 

mqumne@ of specific crop, d Containiq organic components. 

consams: 

lb physical qualityof the grardtdpelleted productis critical to its acc@ame as a fertilizer source. To beusedas 

● fedilkr, b product must be capable of being applied with precisio~ durable,unaddterated, aml possess guaradd 

anulyscuofplartmtrkta. Tobeusedasacompent or ingredientof a mixed fertdizer, a tmnpoatbised PNO product 

must, in addition, lend itself to mixing without segregationor brealdown. 



Table 5 

~irable Attributesof Fertilizer Blend and Mix Components 

ChnmdAsticd Desirable Chemical Blend Desirable Mixed Blend Concerne 

co mponentAttniutes ComponentAttributes 

Non-abrasive x Equip. Life 

Non-corrosive x x l?@p. Life 

Homogeneity x x Relisble analysiE 

Particle Integrity x x - 

Miig 

Bulk Density x Segregation 

Particle Shape mxl Size x x Consiaeacy 

Handling 

Application 

Differentiation 

ParticleHardness x x DisintegrationVirtual 

Absence of Dust 

Moisture(!ontent x x Resistance to Wetting 

Breakdown 

storability 

state of compost x x Phyto-toxicity 

Pathogen-free 

weed-h 

Absence of malakmrs 

= Major concern, x = Minor concern. 


Pelleted and Crumbled, Composted Pouhy Manure Appendix I- Market Research Repoti 

As seen in the two Tables below, compost does not matchthe balance or UISIysisof productspreferredin the turf, golf 

came ad home lawnmnrkets. Additivs6to boost nutri6ntanalyses inorganic cmnpostbwd fertilizers generally focus 

on higher N awl K values. Organic benefits are becoming recognized but at this time, claims am not scientifically 

defensible. 

- *L?= fo~ ~ ~ mu * ** d thefea m _ extremely high levels of cold 

water insoluble nitrogan (e.g., Ringer products containup to 94% CWIN). If the umpost component of the fertilizer 

is stable and mature, these productsare completely safe for auy application. 

Organic-bssed, chemically fortified fertilizers possess higher N content thsn organic, organically fortified fertilizers. 

Addition of water soluble nitrogen ingredients to compost-bed organic fertilizerssometimes Occursbutrepresentsa 

canvmie@ LnXdatively higher cost nitrogen source thsn, for example, urea. More commonly, chemical fortifmrsare 

usually controlled release fe-rs themselves and their proportionsare determinedin relation to the timing of the 

f* quimmmb of the phmtsbeing fea. 

TIMmarketfor organic productis small and unorganized. Among orgsnic growers, the distriion system is vixtually 

. 

mm+mskd andtheqmudieu demmdedam d ad irregular. At the home retaillevel, the average user is not willing 

to pay nwre for organic quality. T& wmventionsl fanner disc nmmates “ “ among fertilizersonly on the basis of prica. 

TaMe6 

‘lJfpicsl Nutrient Aoslyses of Fertilizersused in Selected Msrket Segments 

MarketSegment PreferredAnalysis 

l-tlrf 

Golf Coume@xxts Fields 

Home Lawn 

Table 7 

‘&pical Nutrient Analyses of PNO ProductForms 

(5-12)-(2+-(3-10) 

ProductForm Analysis 

compost l-?-? to 343 

BleIKIedOrgauic, OrganicallyFoxtified (10-12)-(2-10)-(4-10) 

40 -60% compost 

Blended orgsnic-Based, Chemidy Fortified E.g., 18-2-6 

15- 60% compost 

L 


Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Repoti 

Table 8 

PotentialMarketaby ProductPackaging 

Market Mini-Bulk LargeBag small Bag, Boxed 

ConventionalFarm x 

organic x 

Horticultural x x 

Institutional x 

Home Garden x x x x 

Z-29 Zbeetnoff Consulting, 1995 

.

Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Repo~ 

Table 9 

uuuu rum NJU IW rnc-w uy SXJMuuwuu 4VMU AU 

Destination OrganioProduct Form Competitive Pricing 

Market 

Conventional 

Farm 

Raw ManumfMer Cost of Pickup/Application 

OrganicFarm Raw MmmdlMe . 

r cost of Pickup/Application 

OrganicFertilizers s.a. bonelblood meal $846honne (retail) 

Horticultural Raw MammA#@ . 

Cost of Pickup/Application 

Mushroom& $llohonne (retailbulk) 

-~ ~ S54 -89 (retail bulk) 

Gran@ed Chemically Fortitied Organic- 

Based Pruduct 

$300-350 (retailbulk) 

Institutional Gmdated Chemically Fotied Organic- 0.27-0.60 per lb. (retailbagged) 

Based Product 

Fine granule 

High N 

controlled Release Properties 

Milorganite 0.40 per lb. (retailbagged) 

Home Garden Bagged Composted ManureI 0.05-0.21 per lb. (retail) 

Potting soils 0.22-0.31 

Milorganite(Processed Sewage SMge) 0.40 

Pelleted Composted PoultxyProduct 

Gradatd, Fortilied 0.13-0.15 

organic Product 0.40-0.61 

Wholesale Filler Limestone $504Wtonne (wholesale bulk) 

Pelleted Canpoated OrganicProduct $100 (wholesale bulk) 

PelIetedChemically Fortified Organic-Baaed $150 (wholesale bulk) 

Milorganite $363 (wholesale bulk) 

Sustane (5-2+ approx. $500 (wholesale bulk) 

CAN GRO $350 (wholesale bulk) 



7.5 Quality control 

Pnxlucers and users of procaasednahunl organic fedizers indicatequalitycontrol factors in the following categories: 

A. Comfmatiog 

● Absenca of msl-odour 

● No phyto-toxicity 

● Pathogen free 

● weed free 

● stability of the final product 

B. Fedizer Cbaracteristica 

● Gmmllarinteglityhaldnem 

● Kmwn nutrkmtlevels 

● Consisterlcyof size ad shape 

● KrMwnpH, bulk deaaity, soluble salt content, waterholding capacity. 

C. Evw of QualityControl 

● size ditTemnMion 

● virtual ab.semeof dust 

● Guamntd analysis 

● Low moisture levels 

● Public relationsand product Euppoxt 

● Reaearchonhow theiipro&cts wiUrespond ininten&dapplicationa 

D. 

● 

● 

● 

● 

● 

● 

● 

● 

● 

● 

PotentM QualityEAanmra 

Organic matterCQntent 

Trace elemeatdruic~ 

Identificationi&cmnmWl“onof disease, insect ad fimgal controlby compost use 

Sckmtific evidenweof benefits of increasedmicrobialactivity in the 8oi.1 

Scidfic evkkmceof bmekial effect of organic and organic+ased fertilkrs on crop yields and plant 

growth 

Reseamh on ewmomic benefits of organic andorganic-basednutrientfeeding of plante 

Resear&onthe ueeofproccsmdn aturalorganicproduds ashorticuhural mbstratea 

Determine the tied of compost on irrigationrqhmeda 

Detmmine optimal compost applicationrates for specific crops 

Detexmine optimal se-applicationratesfor specific crops. 

Nutri@ ckadmdm“ “ of tbe raw materialchange as a functionof poultrydiet. Clump in the proportionsof manure, 

litter ardothercubonsouna in the comporting materialsmaybe squired. 

lWectivequalitycodml duringmmpodngtoccmtml odaus, killpathogens andpresenfe beneficial microbes inamature 

pro&cthmeases thequality andhomogeneity of theprocemed product. Apoorly compostedproduct can beasinkfor 

nitrogen as well as potmtidy barndid,@plants (i.e., “burn”effects). Most compostemexercise quality control in tbe 

twlectionof raw materials. 

While PNOS have controlled releaae cbamcteristics, the popularityof organic materials baa suffered fi-omtheir low N 

con@i ad thehigh mtMsquired to meet applicationrates. However, the trendtowardtotal analysis fertilimrs geared 

tospecific plantm@mmen@ has eunphasimi tbe need for di!Terentcontrolledrelease substancesd bakmcednutrient 

applications. In these situations, high quality processed naturalorganic fwtilizern can provide soil conditioning and 


Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Repori 

performance enbsncing effects in addition to their nutrient contentad non-leachingcharacteristics. 

kti@@ti--m~ rnatia-Mml-efe-, ●PNOfertiker ingm&ntmust 

perform as well ss a manufacturedCRF ingredientsnd cost less or offer enbmced performance. Con&k%X inthe 

&mdwis& of a PNO productstems from consistency sod qualitycontrol in the processing. Undesirable 

physical attributesof PNO msterials remsin one of the mnjorfactorarestrictingthe use of PNOS in mixed controlled 

release fertilizm. 

7.6 Markets 

Invdgatiom werecduded do sieved mrket 8egment8to ascedn demandfor controlledrelease fed.zexn (CRFS), 

use of procesd naturalorganic (PNOS)pmductaandpobtial demsnd for compostedpelleted poultxy~ -. 

‘l’bemarketWSSbroken into the following markc4segments: 

● Convectional Farms 

● Orgsnic Farina 

● Horticultuml(lmdsqers, nurseries, omsmentsls, gmahouse) 

● Market Osdming 

● Home Garden 

● chain store+l 

● Potenthl New Markets 

Thereis no dgdicad developedpotedid for bum of pmcesed nsluralorganicproductson conventional fm in B.C. 

Commercialfarmerscurrentlyuse significant qumtities of raw manurescbtsimd atminimal prictwor forthe costof 

trucking. 

Useof PNOsinthe USagricadtund cmpsectormpsentd about42% oftotal PNOusein 1993. 0fthe42%, 68% 

consistedof com processing wsste (Archer Danieh Midlsn@ thst was directlyappliedfree of charge on fanners”fiekls 

in proximity to the plsnt. Promssed sewage dudge mcounkd for the majority of the other PNOS applied in the 

agricultural8ector, primmily cmcitrus, vegetables, melons and strawbeniwiin Florida. 

Niche agriculturalmarkets can be impodant comiderations for PNO consumption. Eighty-five percent (85%) of the 

=uf~ * P@ ~ -tiom~ptititi~ totherice eeclorinthe 

. 

Longertermpctdsl exists for the increaseduse of controlledrelease fediaws on agricultundspecialty crops, related 

to concerns about nutrient leaching and environmental pollution. Nevertheless, conventional fanners continue to 

discrimimte among fertilizersprimmily on the basis of unit price for majornutricatssupplied. 

~Xorgticf__r k-_timtiel=s ti5Wu-b@. Besides beiiasmall marketfor 

PNOS, orgsnic fertilizers are generally too high priced to favoura signibmt repeatclientele. 


Pelleted and Crumbled, Composted Poultry Manure Appendix I-Market Reseaxh Repon 

Fieldbids m theWmatchee,WA arenhWOidicated the bOn8fiCidaspects of high quaiityCOmPOSted organic msterids 

in fruit tree produdion 

in old Orchaxda. 

and yields. PNOS (composts) are also beii appliedby conventional growers to new plsntings 

IAlndsmpers: 

‘l%elsdwap emarketconsist aofbulkandbagge dpurchws. Theactualmarket sbareisdifficult todifTercdiatefrom 

thehctne/galdtll retailmnrketduetothe@nithntpurcha aeofvohlme &scmtedmaterMa “ 

frmnhmnegardea centres. 

purchases conaiat primmily of composts and ad 

Harmonyprodwta) are alao sold. 

Conditioners,although small volumm of high d PNOS (such as 

The BC ladcaper demamifor fertilimra is edmated at 500-1000 tonnes, annually,of which 150-300 tonneiImay be 

accessible to procesaeenaturalorganic products. 

Field and Container Numeries 

Numayamugeintbe LuwerMaidandisestimaM at 6000 acres. This acrenge is brokendown to approximately5000 

acre4 field nureery (iihding ChristxMS trees) and 1000 acres containernurseqo 

FW~~_~mwa Hy-qcletia l~l.5ymtim~ tiow@dtiqtih 

*lad formwplsr&og. -qti~wdy a~ti, asi~~ppfia ofti~mmtiti 

tlmkdsqing atrlmtailrnukts. 'k4idostry isasignificant uaerofrawpoultq arxicattle manureuinthepqaration 

phase of the cycle, acquired for tlMcost of hauling and application. Applicationsof manufacturedchemical fe~rs 

of XM-250 Ib./year are typical, consisting of about 60-70 EM.N, annually. Slow release fertikera am an importad 

~Of ld&lt8 inth8 illdUStfyWith!?ldfk em (Scm 0StitMt8dto N@y ~ltiddy 7% Oftb Ilit10g8n 

. 

The containernurserysector uses a variety of controlled release fertilizers, includingpxcsaed organicpmducta, peat 

mess, andpolymercoatedurea(IWU). Typically,plants are grown out over ● two year period. Assuming an N content 

of 25 % for the PCU used (e.g. Nutricote, Osmocote), an annualaverage of approximatelyO.% tonne of actual PCU 

_~Y~Aprxm. 

The potential market for a composted, pelleted poultq msmue Prod@ inthefieki amlcontakr nuraexyaectoris 

comidered significant. However, raw manureis perfectly 6uitedto the soil rebuildingand conditioningprpoaea for 

Whichtiisusedinfieldmlmaiea. Ud mw materkl is unavailable,PNOSwill net conunrud ● price mflicient to provide 

areturn inthismsrket. 

Second, container growth mediums reqpireprecision fertilizerswith pmdktable bebaviourin controlledenvironmtmts. 

WhilePNO pmducemof Sustsne,HarmonyamlRingerarefiding researcheffortsto clarify the effect of PNOS on plant 

p*ti~ 

of manyplantaare unknown. The elevated salt contentof promssd poultrymanureprockta 



can be ● disadvantage. 

Third, “high cd” promssed organic materialscumently on the markethave not pwtmted this marketse-. 

Nevedbekss, the qudties of fillermaterklused in the sector (see Table 10) andthe sophisticationof fertilizer prdces 

slxmkibemted. H ~xwxbtiti~- “ 

oftixrdm-~dmlaa. 

As SUC4● high quality, compdtively-priced, cornpostedpoultrymanureproductwith II@Iibh3physical chamcteriatics 

ksi@*_tic_ atiskhti _r, @41yma~rti fe-rtiblti. 

Ornaments and Greenhouse 

Thismdet segmed consists of cut flowers, vegetabka andpcttedplants. In BC, plant feeding is overwhelmingly either 

by hydmpmic or drip irrigationsystem. While in-groundsystems may have some demandfor manureamiaawduatin 

alkar@ePhr$ingnfor soil mdmenta ~, m of theSOsystems rely on soluble fe@z.ers as the soume of plant 

. 

The potedal for compoatedpelleted chicken manureproductin this sector is not consideredsigniiicaot. 

--~ktitikW** *,~, *h, WM~*d~nw. Overall, thevohune 

&-rnti@b-titi tik_@@-, ~ofa-ktititi~@k~. 

There are 137 18-hole golf coursa intheprovti adnurnerous par 3’s, represedng reestimated 7000 acresad 

combimd fertiber use of approximately1000 tonna per year. Cemctericdmpmsentan additional? acres of groomed 

turfintheprovhlm. 

‘1’bibrtiJ” ““ equkmda Varyhrnmdmance of special turfs in high tratlic areas (such as spats fields, golf teM 

and gmsms)to economical long term qualitylawn care. Desirable fertilktion chamcteristicsincMex 

● cxxltrolledrelease of mltrkts over prolongedperiods to promotesteady growth 

● 

● 

=l&&flffi- -1- areas 

PNOShavebmeticial chamcteristicsin this roarkd segment relatedto microbialcontent, perceived pesticide properties 

awl soil cdiddag. “Higheui” PNOSusedby the btitubd sector iacMe Sustane, Ringer and CAN GRO pmducta 

withanalyseain the range 5-(2-4)-(3-5). ‘llwse PNOS are consideredexpensive, acmunting for about 15% of theiilkw 

market. Key quality factors are padicle size, no phyto40xicity, significantnutrimtcontest and abeam of rnal-odours. 

meinaltkd marketfor fertilizeris estimatedat 5,000 tonnes, annually, of which about20% is currentlyaccessible 

to procased naturalorganic CRFS. Currently,sonw 10-15%of the filler marketis semiced by “highad PNOS. 

A composted, fortified, pelleted poultry compost productof local origin and nutrientanalysis comparableto the “high 

A“PNO_~yavtib -*=-w titititi-tim-. 

Major Lower Mainland fertilizerdealers anddistributorswere asked their views aboutcontrolled release fertilizer use 


\ 

Pelleted and Crumbled, Composted Poultry Manure Appendix I - Market Research Repo?l 

in the horntdgardenretail market segment. As shown in Table 10, the BC homedgardenretail market is estimatedat 

between 10,000 and 12,000 tonnIM,annually, with about 200 tonna enteriag BC from tlm US and AIkta. Fillers 

represed 2S-30 %of the total tonnage, or perhaps3000 tonnes, of which 75-90% is representedby limestone and the 

mmainiq 10-2S%by “highad” organic products. 

The market pokmtial for ● compted pelleted poultry maoure product inthehondgarden retail market aegrnentis 

considered significant. Primardy, a low analysis (2-2-2) composted, pelleted poultry manure product isseen tobe 

~fm~ua’bwd”e~rkkdgtitife~. Tbprimedestination forthis _ 

would be in bulk Npply to f-r mixerddistriiutors, replacinglimestone in the fertilizer mix. 

Seconddy, there is a potedid market for a composted, foxtitied, pelleted pcultxymanureproductbagged diredy for 

tb home/@rdenretd mdst. ~ PNO productWOlddCOqete dkecdy withbagged sod amiitioners (composts)and 

bwanalyaitl fedimln. ‘IlEInalke4iaextremely price sensitive but accessible to ● compostcd, fortified, pelleted #try 

~ P with__ (e.g., 4-2-3) ~ g~ -g C_~CS. The ~wer ~- Aldergrove 

ti~P~w~~~tio f~ea~y=kti- ~m_tiatiti~h 

BC ad thePaific Nodhwst, iduding CostcQ,Safeway, Buy-Low and gardencentrea. The products are marketd as 

soil conditioners, pottingsoils ad organic fedizers. 

l%ismsrket~ consistingofvegstable marketganleners, i8 identifidlemostly anantique end user for the same 

typeaoffertilizer pmduct8aold inthehorne/ganiea retail segment. Industxyaourcesestimatethes izeofthisnuuketto 

beappmXimdy 10%Oftisimofthe home gardenmarketfor iiller (i.e., in the range of 300 tormes). Operatorsmay 

purchaaetheir rquwmda “ km both blenders ad garden~. Marketgardenemtad to be more knowledgeable 

abcmtplant nutritionand fedity qwmmmts “ than the average homdgarden c8ntreretail customer, extremely value 

consciou8 in their pchasing chamcteristic and cautiouswith new products. 

As such, an organic or organic4ased productwith superiordIonal chamcteristicsnod competitively value-priced 

“bculdbe expecled to appealto this market segment, althoughnot withoutthe supped of extensive reseamh. However, 

b marketgademx pmtllemnges from conventionalto organic in productionorientationandoperatorsare not likely to 

react homogerleously to “organicwfertilizer productcharacteristics. 

‘Ilis Potedalmmkst forpelktedcom postpoultrymanure productswas hiefly examined and contirmed the findings of 

an earlieratud#. It is concludedthatthere is no significantmarketfor the productunderdiscussion. First, the quantity 

of fertilizer/soil conditionerused is small. Second, a pelleted productwould have to compete with municipal sewage 

~edmM_~_m~y @dd~fidtib sbMawu@ti@o&on. Third, 

ihere rnanurebasedpmductaareused, rawpoultry manureis cheaperad equallyeffective for reclamationpposes. 

s See FmtmceWeicker & Co. 1995. Optionsto Remove Poultry Manurefrom the Fraser Valley, pp. 34-38. 

x-35 Zbeetnoff Consulting, 1995

Pelleted and Crumbled, Clmposted Poultry Manure Appendix I- Market ResearchRepon 

‘Table 10 

MimatedMarkeh forProceasedNaturalOrganic Producb andFiUera By Marl& Segment, B.C., 1995 

Marketsegment Acrca Feztwzer Filkr Market CRPuse CurraltPNo PbtaltialPCCPM potentialPCCPM 

Tonnage Ma&& Mmket (75% of Market(100%of 

Fii Market) (1) Pii Markd)(2) 

I I 

Total ConventionalParm ? ? neg. 

PraacrValley&V.I. 

PieldVeg& Berries 33,000 5860 1760 neg. 

Fkld CropS 122,000 

TreePruita 1,820 

Organic Farm I 500 

Total HolticuhMl ? 

Landscapcm ? 

Field Numxy 5,000 

ContaiticrNuracri~ 1,000 

Omamcntala/Grccnhou~~ 400 

neg. I neg. I neg. 

? 1,1201,270 >984-996 

5001,000 150300 >15-30 

570 170 9 Scu 

? 8CN) 960 Pcus 

100 0 0 

Tonna 

neg. ? ? 

neg. ? ? 

neg. 

15-30 

15-30 

0 

0 

lt 

500 

neg. I ? 

825-900 1,100-1,200 

75-150 150-300 

? ? 

? ? 

o I o 

112s 1500 

1 

I 

BC Home/GardenRetail nfa KL12,000 3,000-3,600 >600 600 cAN- 3300 

(includingVegctabk Market GRO, sewage 

Gardcncra) sludge, 

Suatlme 

Totak 1,115-1,130 5900 

Iota: (1)Refertod~ in Srdion7.6fbr ratknakin aeleaingea6nwea. ‘l%eae6gura arc baacdon apturing .— 75% ofthc filkrmarkctdcancd 

inthe home/gankaretail, vcgdablemarketgdcacr, andinatitutknal maricci aegmcnta. 

acccssibkto PNOproducta 

(2)Rckrtod~uasionainSe&m 7.6. Pigtnm in this columnarc bead on capturing 100% of the IMermarket for PNO prodwta in the homdgamkn ret@ 

vegetablemaxk~ gardener, and institutionalmarket acgmmts. 

I-36 ZbeetnqfChsulting, 1995

Pelleted and Crumbled, Comported Poultry iUanure Appendix I- Market Research Repoti 

7.7 P&e Indutora 

Prkccndcoat abmata “ pramtod in Table11 were obtcimd though industry contac& Time wlucc should be used with caution 

cod ~ forthe followingrcasom: 

● ActualpriceakoctcvaryMa functionof customspccifkations,voluma purohascd,deliveryarrcnguncnta, 

paymenttermsendpromotional pricing in place u any point in time. 

● FOB plant prices arc indti for plantsspreadthroughout Noxth America and may @nificantly affect 

&livercd pricu to BC. 

● US dollars havcbccm converted to $ Ccnadkn at a rctc of 1.41:1. 

● Prices/cOstl my fbtuctc @@lcantly within the year. 

7.8 Price Sensitivity 

Table 12 presents the prioiig rcngc of poultry compost products in the bulk market. EcccAJly, prmhlc@arc Considcrcbly 

impmvcd in theirhandling chu@uistic.s by pclkting. As co organicproduct,pclktcdcompoctcdpoultrymcnureis abated 

toMl intoa $100&mncptimg 

Oondiinerc. 

cctcgory, in oompnrkon to an avenge wholccclc price of S50/tonne for compo9tcd mcnurc soil 

Tcbk 13 cctinwa the mcrkct pcncw&on of a new pclktcd oompostcd poultry manureproduct et vmkw cx-pknt price kvck 

in the fcrtilkr filler market. At a priceoompctitivcwithlimestone(S50/toMc),thepelletedcompoctcdproducth antio@tcd 

to captureup to 75% (2250 tonnes) of* Wr mcrkct within 2 ycsm. At $lOWtomu, the pelleted product mild potentially 

expandinto 50% of themarketfor filler matcrkk within 2.5 years. At $300/tonne, marketpcmtmtkn is atimctcdtobecbout 

10% dlcr 5 ycara and rcprcwting cbout 300 tonna of the current B.C. tIllcrmakct consideredaccecsibkto theproduct. 

I-37 Zbeetnqfl Clmsulting, 1995


Z-38 Zbeetno~Consulting, 1995


mpetl “tivePricing for Poultry Ct 

Bulk Product 

standardCompost Mamma 

Pelleted Composted Organic 

Based Products 

Organic-BnsedN-P-K 

Agricultural Mixes 

Fortified Compded Poultry 

Manure Pellet (4-l-2,4-2-3) 

post Products Eutering the Bulk Market 

Wholesale I Commemid 

$lTOrme 

45-50 90-100 

100 16s-220 

150 

I 

I 

331 

300400 

Mimuted Rke Smsitivity of theMark&Patmtid for PelMed CompostedPoultryManurein the BC Ho-ad Cmr&m 

Filler Market 

Price @ul./Tonne) MarketShare (%) volume (TonnesNear) Years to Achieve 

$50 75% 2250 2.1 

$100 50% 1500 2.4 

$150 30% 900 2.9 

$200 20% 600 3.5 

$250 13% 400 4.1 

$300 10% 300 5.0 

$350 7% 200 5.0 

S400 5% 150 7.2 

1-39 Zbeetnq$ Consulting, 1995

Pelleted and Crumbled, Composted PoultV Manure Appendix I- Market Research Repo?t 

SECTTON A NOMENCLATURE 

A.1 FertWera and Supplements 

The Fedi.zera Act of Canadadefines ● fertilizer u “... any mbatame or mixtureof aubatanceacontainbg nitrogen, 

xx-, -b or other plant food, madadmd, aoldorrepreamted foruseas aplantnutrkmt”. 

A supplemcmtia defined u “... any aubatanceor mixture of datanma, other than fwtilizer, manufactured,sold or 

~ ~wtirn~__~.of b physi~ conditionof ads or to aid plantgrowthor crop yields”, inchding 

pre-inodatd modated aeeda. Claims about aupplemeutacommonly refer to the activity of a 

-~~ 

,but Mtasaociated withitamltIitional value. 

Several claaaa of animal amllor vegetable organic matter compositions are designated as single ingdkmt 

fertilimrahmpplementain Schedule II of the Fe*rs Ac4. 

A.2 Organic Matter 

Organicmatter iadefiuedin the Fertilizers Actaa ”... that subWmMof animalor vegetable origin mmainiq after the 

remOVd Ofthe moisture ad total aah tiOW”. Only pmductathatare solely derived from organic matter maybe 

idediedordeacaed -“-”” ~Act~ tlM following fertilizersand mpphnents derivedfrom organic 

mattec 

Blood Meal 

Compost, Humus, Leaf Mould 

Fish Meal or Fish Scrap 

GarbageTankage 

Hoof andHorn Meal 

Manure 

PaunchManure 

CompoatedManure 

Peat 

Processed sewage 

Tankage 

Bone Meal 

Collectedblocd of slaughteredanimala,driedad groundcontahing not lea than 

12%nitrogen(gradeto be specified). 

Homogeneous ad 

withoutearth. 

friable mkturer of paxtlydecomposed organic matter with or 

Ftiti, 

qlecifled). 

bdw=@Wdertive ti, tidd_~tib 

The rendered, dried, ground and screened organic product derived fiwm waate 

household food materiahl(gradeto be Specified). 

Procemed, dried, groumlhoofs and horns, ground to a *8 of at hat 40% 

_astiehv@o-s ti-~d-~h O.149~(lWA 

TYLER screen) in* (gradeto be specified). 

Dried and groundexcreta of animalsor birds with or withoutlitter, codainiog net 

ksathan50% organicmatter, anddeaignatedas to kind aml condition (gradetobe 

specified). 

Slaughterhouse rthe ad offal mixed with atrawor other organic absorbent,mt 

contain@ less than60% organicmatter(@e to be specified). 

‘Iheproductredticg fromhum&a&m “ of the organicmatterfraction of the excreta 

of aaimab or birds with or withoutlitter (gradeto be specified). 

Partlydecayed vegetable matterof naturalmcurmme wmmuMed in water. 

Pmductamadefimn aewagefmedfkngritandcourae Kdidsthataredried,g round 

d screened (gradeto be qlecified)o 

Thermdemd, driedandgrcundproductfmrnaxlimaltiaaueandreaidue-@udetobe 

Specified). 

Animal bones thatare treated under live steam andaredried adground toa 

f~s of at least 40% througha sieve having openings that are square and are 

I-40 Zbeettw#Clmsulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Report 

each).149 mm (100 mesh TYLER screen) in width (grade to be specified). 

The Association of American Plant Food Control Officiala (AAPFCO), which since 194S has made recommrmdah“Ons 

relatingto the control of sale and distriion of mixed fertilizersad fcdizer rnateds, defines organic fertilizm as 

mOterMs‘... cmtabiq cadmn and one or nmre elements otherthanhydmgea and oxygca ewmtial for pkmtgrowth”. 

In organic ~rials, nitrogen is combined with carbon, hydrog~ oxygen and other elementmin complex compmds 

which must decoqom in the soil before nitrogen is available to plantu. 

A.3 Natural or&tnic Fw@z.em 

‘llereis nodesiiof- organicfertilizerainthe FertilizernAct of Canada. Many of the Schedule II fe~rs 

ad supplementsmanufacturedfrom organic matterare found m t.hiaclass. 

‘IheAAPFCOdefims Mural organic fertilizer as “... materialsderived fromeitber plantoranimalproduc& catain@ 

amornmreckrnuxs (otkrthancarbo% hydrogen, andoxygen) which areewmtial forplantgrowth. TheeematerMs 

nMybe s@jec@dto biological degradation processes umler normalwmdibna of aging, rainfall, Mlnuuing, air allying, 

cempdng, a, axymstk, or anaembidmrobicbacterialaction, or any combinationof these. These materiels shrill 

not be mixed with @hetic mnterialsor changed m any physical or chemical mannerfrom their initial state except by 

physical mnnipulat.ion such as dryii, cooking, chopping, grimiing, shdding or pelleting”. 

A.4 Fmcesed Natural Organic Fertilhm 

U.S. fertilimr literaturemay also make reference to “Promwed naturalorganic fertilizers”. ThiEclnss of fertilizers 

iocludmdried blood, castor pomace, compost (compostedplantmaterialamisawdust), mttonseed meal, dried manure, 

activated d other procead sewage sMge, tankageand otherorganic materialswhich are by-productsof animalor 

vegetable substance. Although applicationof raw manureoncroplands i6amajor u6eofanirnal maoure6, only that 

portion which is collected, dried and sold as fertilizers is includedintheclasa ofpmcamednatural organicfentilimrs. 

The effect of processing is to cmnmntmtethe nutrientcontent of the organic end productfrom generally less thao 5% 

nitmgtmin the mw productto greaterthan5% nitrogenin the processed produd, oh by fortificationwith chemicals. 

A.5 Cat&d Organic Fertilizers and soil Amendments 

The B.C. Organic Agricultural Products Certifhtion Regulations of the Food Choke rmdDisclosure Act require 

“cedled Organicmdeiligndon of mil audmenb, fertilizers nodgrowth promotersin the Produ&ionof “B.C. Certified 

-- food products. B.C. organic crop production@andmdram similarto those in most U.S. states and Candian 

pmvmces. Sewage sludge and septage and raw manurMw ntmmded “ with prohibitedmbstanceaare prohibii under 

the regulation. Uee of composted organic waste material derived from on-farm animalmanures is allowed, but if 

purchased off-f- must be accompanied by written &wmmtah “onasto source anddeclaredfiee ofpmhibited 

EUb6_. k0WS80d Mktd Org~ fO_IS, fOfid WithCh0mic4&to kic~ thOUN-p-K Mdy- UO ti 

acqtnble input8for edified organic production. 

U= maclionpmducts,whichrepmsed thebase materkdfor the bulk of controlledrelease products, are organic nitrogen 

~* ~ _ N_l_, ~tilled release fertilimrsbased on uren reactionproducts (see 

below) rlreprohibitedllsasaurce of nitrogenin the productionof cefied organicproduW. The use of elemrmtalsulfur 

is dkouraged ad subject to regulation. 

Z-41 Zbeetno#Consulting, 1995


sourcesof plant nutrientswhich are considered Orgaoicinclude the following: 

Nitrogen: 

● Gremmanural 

Phosphoms: 

● Nitrogen fixingCKOPS 

● Compostedorganic msterials 

● Blood meal 

● Vegetable mod 

● Hoof andhorn meal 

● Fish meal and fish emulsion 

● Couoidal, dt rock andbald rock phosphate 

● Bonomeal 

Potaasiundcalciunu 

● Dolomitic IimD 

● Agriculhuwllirnestom 

● Orold oyster shells 

● Rock phosphates 

● Agrldmd gypmrn (calcium sulfate), mined forms only 

● Eggshell meal 

● Bonerneal 

● Compostedorganic materials 

su.hr/Magnesti 

● hngbeinite (sulphateof potash magnesia) 

● Potassium mlphate, mined materials only 

● Kiwxite, Epaom salts (hydrated magnesium aulphate) 

● Elemental mlfilr (regdnted) 

Micromltrients: 

● Liquidor powdered seaweed extmcl 

● Kelp meal 

● worm castings 

● Rock powders 

● Chelatedminerals, if chelating agent is from a naturalsource 

● Sul@ates of zinc or iron (regdsted) 

● Ulexite, Colemanite,borax (regdated) 

A.6 OrganicaUy-Based FertiIhm 

Appendix I- Market Research Repon 

The Canadiandefinition of an “organically-based’fertilizer is”a pmdud which contains at least 15% naturalorganic 

~. TheanalysisnmstcarIyaguamn@eforthe minimumamountof organicmatter(TradeMemorandumT410@ 

Z-42 Zbeetno# Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix I - Market Research Report 

A.7 fk)w Release Fertilkera 

Fertilizers designated as “slow releaaea fedizera have delayed nutrientreleaae chamcteriat.kxin the soil. These 

f~m~byx~e,~dtiorgticed~ (Momla)of each. 

TheIresearch and commemial developmmt of manufacturedS1OWrelease fedizemi b focused on nitrogen releaae 

ckadmiatica became of the higher potedal for nitrogento be 10atin fertilimr applicationsthanother major nutrientE 

andbecauseof therelativelylargertonnageI6of nitrog= consumed. Slow releaaefextilizeraare defioed in terms of their 

nitrogen release Characteriatica. 

Nutrientrelease is delayed in slow release fertilkers in the following ways: 

● Nitrogeniscontainedh compmda which have low watervolubility 

● Soluble nitrogemis physically pmtectd by coating emqdation 

● Produda areroixedwitb mOterialawhich restrictaccess toaolubletienta 

● Combinationsof the above. 

A.8 contrded Releaae Fertkera 

U~ti~F~ma_ ~mtihlbpfiom Maw-Udmlafe*r, *r 

than slow releaae mixed fertilimm consisting of Iaobty- (IBDU), urea formaldehyde, urea-form or any other 

compound having slow releaae Pmpertic+s,must also have a reporton field performanceteatato backup claima (s. 

10.3(2)). 

‘1110AAPW usesthe term Mow release’and ‘cmtrolledrekaae’ interchangeablyto describefertilizerswhichcontain 

slowly reloanedplant rmtrientaad no fertilizer label AalI bear a aMementthatconnotes or implies that cedain plant 

nutrients contained in a fertdimr are releaaed slowly over time, unless tbe mtrient or nutrients are identit%dand 

~. ‘IlmternM%vatarinaolubb”, ‘coated slow releaae”, “slow release-, “controlledrelease’, “slowly available 

water soluble” and ‘occluded slow releaae” are considered to apply to the same clam of fertilizers. All fextilizOrs 

described by the terms, above, must be supportedby a tentingprogramacceptableto the AAPFLO for evaluatingthe 

releaaeCharacteriaticaof the pmducta. 

Fe~ which are recognized u pmductawith slow releaaepropwth am 

● Water insoluble (N prodwta only), such as natural organic materiala, ureafonn roateriala,ureaformaklehydepmducta, 

IBDU,oxamide, etc. 

● Coated slowreleaae, aucha8aulhr coated ureaandother enqmMed soluble fedizem 

e Occludedslow mleam, where fertilizersor fertilizermaterialsare mixed with waxen, reaina,or other 

inert materialad folmed into palticlen 

● Pmducta whining water soluble nitrogen such as umaforlnmateriala,Urea-fonualdehydeproduct, 

methylemdiuma mu, dimethylenetrhm (DW, dicY~ @cD), ~. 

● _ ndmgm poducta where the water insoluble nitrogtmgwnntee must not be leas than 60% of 

the nitrogen in organic form equivalentto X% N presentin tlw fertilizer. 

The AAPFLO definition of a slow or controlled releaaefe- is as follows: 

“A fertilizer containiq a plant nutrkd in a form which delays its ●vailability for plant uptake ad use after 

application, or which extends ita availabilityto the plaot significantlylonger than a reference ‘rapidlyavailable 

m&ieulfertilizer’ such as ammoniumnitrateor urea, ammoniumphoapbate,or potassium chloride. Such delay 

I-43 Zbeetnqf Consulting, 1995

Pelleted and Crumbled, Composted Pouloy Manure Appendix I- Market Research Repon 

of initial availability or extended time of codnued availabilitymay occur by a variety of mechanhma. W 

include controlled water aolubii of the matexial(by semipermeablematings,.occlusion, or by ioherent water 

insolubii of polyrmas,naturalnitrogmous organic material, protein materials or other chemical forms) by slow 

hydrolysis of water soluble low molecular weight umpunda, or by otherunknownmeans”. 

‘hose f-rs wherethe E1OW1Y relend tied is less than 15%of the gwantee for totalnitrogen(N), phosphoric 

acid (PzO~ or soluble potash ~0), as appropriate,cannotbear referenceto slow release designations. 

&9 Slowly Available WaterSolubleNmgen 

This AAPFK) definition refers to water soluble nitrogrmin insoluble slowly available form. These constituentsare to 

be differential from water soluble nitrogea and are contained in ureaform fedilizer materialsawl urea-formaldehyde 

pmducta which maybe described as ‘sparingly soluble”. 

z-44 Zbeetnof Consulting, 1995


SECTION B: FERTILIZER REGULATION AND CONTROL 

B.1 Canadbn Ftxtilimr Regulation 

The Minister of Agriculture and Agri-Food Canada h responsible for tlm administrationof the Fertilizers Act, the 

legislaticmfbrtber@aticmamicmk.rol ofagriculturalfertilimm incanada. Compoataandpmceaed aewagearewithin 

thePiew of the Act and must meet specific criteriaand standwds for safety and efficacy. The regulationsdeal with 

rqumme@ in the following areaa: 

● Need for registration 

● Fertilimr contest standmds 

● Ouamn@d analysi6 and tolerawe4 

● Labelling 

● Units of ~ 

● Testing m@mmmta. 

Canadian Ministry of Agridtum cherniata,toxicologiata and other acientkts are qmented in the Association of 

Am&an PM Food C%drolOfiicMa(AAPFCO), a group consistingof fedexal,provincial, dominion and state expexia 

which in formed to make fedizer terminology more uniform and to make regulatoryrecommemlationa. Car@an 

regulatorssupportthe terminology and stamlad developd by thatorganhtion. 

-_ti~_fe-m -~yti~@tiy hsd~tif*dlwel~ti S~ 

council of Canada, Qmadian Comadtm of Ministries oftbe Emironmentandthe Deparbmtof Agridum. lhe 

objective is to develop quadative specification nod stadmds for canpoat relatingto pathogens, minerala, atability, 

-~~ “ ‘“ These ClitOXia~ become a VO- MtiOMlCSA standad, requestedby industryto 

ensure thatonlyhigh qualityproduct6are placed onthemarket. 

Agriculture Canada, Food Produdion and Inspection Branch, haa prepared Trade Memoramia to amid in the 

@x@atkmofthe Fedizera Actand Regulatiorw. Two of these documda periain to organic prohcta and processed 

sewage and by pmductaa. Trde MemorandumT493 liatanuimum accqtable metal Comentmtl“OMin processed 

sewage, aewage+aaed products ad other by-pmducta’with a totalnitrogencontentof 5% or less representedfor sale 

as fertilizers or aupplementa. Trade MemorandumT4106 provides a furtk interprehtion of organic feAlizara as 

defined under the Fertikm Act. 

Only 5-10% of the fertilizers and aupplementaput up for review under the Fertilizers Act are actually registered. A 

signifkant aspect of enforcement of the regulation is to ensure tbatprcduct labelling is related tothepmper 

representationof the producton the label. 

%-adoMemoramlurnT493. April 26, 1991. Metal co~ “ensin proceaaedsewage and by pmducta. Trde 

MemorandumT4106. April 10, 1991. Organic fertilizorauder the Fertilimm Act. 

?lllmeinchlde, butamnntlimite dtocanposted 

industrial sewage. 

manure, municipal waate tankage, garbage tankage, leather tankage, 

I-45 Zbeetno#ClmsuMng, 1995

Pelleted and Crumbled, Comported Poultry Manure Appendix I- Market Research Repon 

soil amedmd - and su@ements, suchM SUper+dwbnta, ad w- agents, “mcdanta d micro-mltrient 

fertilizers, t8nd to require registration. If fertilize containpest control chemicals or representations(iduding antiae), 

bmtiw~tied fe~morm~l~ dti--t~ti rqmrH$s “ of the 

Pest -1 Produda Act. 

Schdule II of tlMregdationa Ma those produda exempt from registrationunder the Fertilizer Act. This list includes 

~~d~~db~s~k~ofm-~titmga, 

availabbplmaphk acid and soluble potask including inorgauicsoumea of oitrogeq such as urea, uren-formaldehyde, 

urea-formand Iaobutylidene. 

~n~aql~hb~orgticcku~x~ 

--tie’fhlmmgkatmn 

“ undertheFdilimrakt (maymquimgmde labeUng interms ofitsperceatage content oftotalnitrogen, 

WtibI @oaphoric acid and duble potash) atxi include the followiog: 

-t, Humus, Leaf Mould Homogeneous dfriablemktures of partly decomposed organic matter with or 

withoutearth. 

Dried and groundexcretaof animals or birds with or withoutlitter, containiq nat 

btiW%orgdtir, dW1-=ti Mdmfion Q*tik 

Bpecitied). 

CompostedMatmre TkMproductredtingfmmhudidal of the orgaoic matterfractionof the excmta 

of animalsor birds with or withautlitter (gradeto be specified). 

Fertilimra ad supplementscomposed of organic matterin the form of animal or vegetable manures intheirnatuml 

condition, repseded accumtely d not generally dehmmtd to vegetation, domestic animals or pldic heslth, are 

generaUyexempted from the re@mmda of the Act altogether. 

The N-P-K analysis of Schedule II unmixed fertilizer compoundsis largely determinedby the manufaduring process 

ador thechemkal compositionof thesauce materials. Mixed fertilkem cmtain@ nitrogen, phosphorusor potassium 

musthave a total content of not less than 24% of the majorplantnutriantscombined, with the exception of (sO10(1)): 

● Cuatomor-formulafertilizers @repamdfor specific ~) 

● Specialty fertilizers (i.e., reammmded for use on household plants, urban gsrdens, lawns, golf 

coureeaandnurseriea, iugmdwues, ora9a source of lesser plantnutrientsonly) 

● Mixed fedimrs cmtakiq ingredientsof at least 50% animalor vegetable origin, supplying 2S% of 

the nitrogen in the mixture in a water-insolubleform and consisting of at least 18% major plant 

nutrida combined. 

uI&irthe CaOs&an “ Fertilizers Act, a mixed fertilizer thatis representedas a slow release fertilizer (i.e., consisting of 

Isobutylidemediuma(IBDU),ureaf~yde, urea-foxmor anyotherchernial canpmmd with S1OWrelease properties) 

shsll_ at least 2S%of the total nitrogenguaranteedpreseatin the water-insolubleform (s. 10.3(1))0 If controlled 

releasepdonmue cbamcteristicxare claimed, such repmamtationsmust be backed up with field performancetests of 

I-46 ZbeetnofClm.@ing, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix I- Market Research Repo~ 

the product. 

Anyclaimsnotxdatedto ““’” 1ckxkisb of a product must be aubstantkkd with statistically significant efficacy 

data from Cans&an “ field trials. Such a produd ia likely to be considereda supplementunder the Fertilizers Act and 

requireregistration. 

Eefore ● compost or processed sewage product can be offered for aide in Canada, the fertilkedsupplement must be 

evaluatedby Agridumaml Agri-FoodCanadatodetennine whetheritmeda the mqwmmda “ of the Fertilizer Act and 

Regulations. Informationm@mmmta include mamlfacmringprocess, source niteriala, analyw, product label or 

d@piag bill (if add in bulk). 

Every fwtilherqrewmtdaaa aourc80fplaut nutrientsmust contain a minimumarmnmtof total nitrogeq available 

~tpho~ ~ mwk potash (majornutrkts). Iflesserplaot nutrieataareide@i&d,tlmymustbeg uamntdinat 

mininmmcmMmt@l“onE,as aet out m Tmde MeunornmiumT4106. Schedule I of the Fertilizers Ac4 indkata 

maximumallowable Vrlriuwa abcut the gwmmted analyaiafor ench mtrient. 

M~~@Mfi% dtitigmrn~-AMk fomofptior Mori@or*r~ 

ofsbwly availsblenitrogq nmathave themininmm~ analysisof water-insolublenitrogen eqresscd in percent. 

Those fertilium and aupplementacontdoing manure, compost, humuaor leafmould mustreport the minimum arwunt 

of organic matter eqnwaed in percent and the maximumamountof mokture eqxesaed in perceat (s. 15(m)). If the 

cornpat iaclaimed topmvidenutrienta, agradearui gumantm forthenutrients arerequimd. 

lLIAUMlling 

Fertilizer labelling must reflect the grade of the fertilizer in the total mixture, gummted analysis, weight and other 

descriptive informationaboutthe product. 

A~~_~~~a’lowlya v~leptifi~k a_htidowdd~s~%ofti 

~ ~ Ofthe nutrientis pmaentin a water soluble or other slowly available form (II.17). 

~x~~fi%o fa~~~a~l owlyavtilefo m~y~etitifi--kknw 

as having “low bathing PotentMm. 

kb~mtiti wofmorgtic ororgticbdpti %rnprOvetheatmctumof ● soil”, itmustbe 

mmmmded for uae at rates thst could be expected to signifautly increasethe organic mstter of the soil. 

B.2 US Fertiker Regulation 

At the national level, fertilizer products are regulatedunder the provisiom of the US Fertilizer Act. For historical 

reasons, state fertilizer laws and regulations vary aubstantiaUy,with implications for inter-state and international 

nmvernmtsofpmducts. PartkAr problans fkcedby manufacturersof processed naturedorganic productshave included 

differences in nutrientcontent mpemmts “ ad variationtoleraucusby state. 

Whiletheterminobgyad staduds sdvocatedby the AAPFCOamconsideredto representideals, all states hnve sdoptcd 

I-47 Zbeetno~Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix I - Market Research Repon 

at lead mum of the reu)mnedatl “ona in their fedilimr regulations. The AAPFCO recornmeadareguhatcq provisions 

in the control of sale and distributionof mixed fertilizersand fertilizermaterials.There is a strong orientationtowmds 

"txuthialabeUug",filllannlysisllnd&ca@ienofchracteristics OfplantnutrientaContainedwit.hinpmducts, Mdteding 

to substaothte Clailns. 

In 1994,The ComportingCouncilad the Florida De@ment of Agriculturead Consumer Servicoe commissioned a 

lmldy of “suggested Conlpost Parame&In IUMICompost Une Guidelinesmto compare @ential physical demand for 

compost with the@ential prodction 0fc4xnpostinthe US Tbereport isa “atateofthe utmcompilationof~ 

infonnutxm “ and eqat opinims on qdiktive and qu@itAve pammeters for speciiic compost applications and markets. 

The data presented 

induatly. 

is propoeed as interim stdards for process control until formal stadards are developed in the 

I-48 Zbeetnofl Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Marketing Research Repon 

APPENDIX II 

RETAIL PRICEESTIMATES OF HYPOTHETICAL FERTILIZERBLENDS 

CONTAINING PELLETEDAND CRUMBLED, COMPOSTEDPOULTRY MANURE IN 

THE HOME AND GARDEN RETAIL MARKET 


Pelleted and Crumbled, Comported Poultry Manure Appendix II- Retail Price Estimates 

APPENDIX II 

RETAIL PRICE ESTIMATES OF FERTILIZER FOItMULATIONSCONTAINING 

PELLETED AND CRUMBLED, COMPOSTED POULTRY MANURE AT D~ 

COST LEVELS 

11.1 INTRODUCTION 

The purpose of Appendix II is to illustrate the effect on the per unit prices for N-P-K plant 

nutrientsof using PCCPM as a filler in blended fertilizer formulations. Variations in per unit N- 

P-K pri= are examinedas a functionof varying the price of PCCPM between $50 and $200 per 

tonne, using two analysisof PCCPM, and changing the analysis of the blended end product from 

6-8-6 to 25-3-7. Fertdker pricing using limestone or canola meal as fillers in blended fertilizers 

is presentedin the last Table to compare the price competitivenessof blended PCCPM fertilizers 

on a N-P-K basis. 

In general, AppendixII can be used to establish the approximate retail cost of blended fertilizers 

with PCCPM fillers for a range of N-P-K analysis fertilizers commonly used in the market 

segmentsin which a potentialmarketfor PCCPM fillers has been identified. Our brief sumey of 

garden centres (results not presented here) suggests that, assuming a “trouble -free” quaMy 

standardfor PCCPM product, the prices indicated for hypothetical fertilizer products containing 

PCCPM, below, are competitive with products currently sold in the home/garden retail market 

segment. 

IL2 FINDINGS 

This Appendix contains retail price estimates, at Home Garden Centres, for three hypothetical 

fertilizer blends containing pelleted and crumbled, composted poultry manure (PCCPM) as an 

organicfiller. Those estimatesare summarizedin the table below. The data has been developed 

using four different PCCPM cost levels and two different PCCPM analyses. 

The PCCPM (referred to as PCM in the following tables) has been blended with normal urea, 

polymer-coated urea (PCU), mono-ammonium phosphate (MAP), and potash to produce the 

specified N-P-K analyses. The proportions of normal urea and polymer-coated urea have been 

adjusted into the two higher analysis products to result in specific amounts of slow release and 

quick release nitrogen. The lower analysis product does not contain any PCU. 

The retail cnst estimate data developed in AppendixII is presented in three different formats, all 

II-1 Zbeetno~Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix II- Retail Price EWnates 

based on 20 kg. bags. In the summary table below, the data is presented only in terms of 

Canadim dollarsper 20 kg. bag. In the Appendix Tables following, the price estimates are also 

presentedin dollarsper tonneand in term of dollars per pound of nitrogen. In the latter case, for 

the sak of simplicity,all of the value of the ferdlizer has been assigned to nitrogen and the P and 

K contents have been ignored. 

Summary Table 

Estimated Retail Price For Selected Fertilizer Blends Containing Pelleted and Crumbled, 

Composted Poultry Manure (PCCPM). 

Analysis PCCPM Alldy8iEA (242) PCCPM lbdysk B (544) 

(6-845) 

I (184-12) 

I 

(25-3-7) (6-8-6) 

PCCPM Cud Dollars Cmadian Per 20 Kg. Bag 

($ Per Tome) 

I (1845-12) 

I 

(’25-3-7) 

$s0 8.08 18.58 23.05 7.28 17.83 22.43 

$100 9.6 19.24 23.6 8.99 18.59 23.06 

$150 11.2 19.91 24.12 10.7 19.34 23.69 

S200 12.63 20.57 24.72 12.41 20.1 24.32 

Included in Apymdix II is one lower rangeproduct (6-8-6) basedon using limestone, at $40/tome 

as a filler material, and one higher range product (25-3-7) based on canola residue as a filler 

material, at $350/tonne. Because the limestone has no nutrient value, the limestone-based 

formulation requires increased use of the higher analysis chemical fertilizer additives. 

Interpolatingthe data developedin this Appendix shows that PCCPM at $78/tome is competitive 

with limestone at $40/tonne for the lower PCCPM analysis. At $50/tome for limestone, the 

higher analysis PCCPM is competitive at $106/tome. Because of its higher cost, the canola 

residue-basedformulationis more expensivethan any of the hypotheticalPCCPM-based products. 

Also indicated by the data in the Appendix II tables is the fact that the nutrient cost to the 

consumer is lower for the higher analysis products. 

II-2 Zbeetno# Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix II- Retail Price Estimates 

LOW END PRODUCT - (6-8-6) A 

PCM 50 2% 

Um 305 46% 

Pcu 900 WA 

MAP 415 11% 

POtaab 135 0% 

Total 

PCM 100 2’% 4% 

urea 305 46% 0% 

Pcu 900 40?A o’?? 

MAP 415 11% 53V* 

PolAah 135 0% CM 

—- —. 

Total 

PCM 150 

Urea 305 

Pcu 900 

MAP 415 

Potaab 135 

Total 

P K Sham N P K S/Tonne 

(%) 

4% 2% 75.76 1.52 3.03 1.52 37.88 

o% 0% 7.50 3.45 0.00 0.00 22.88 

0?4 O% O.m 0.00 0.00 0.00 0.00 

53% o% 9.38 I.03 4.97 0.00 38.93 

0’% 61% 7.36 0.00 0.00 4.49 9.94 

100.00 6.IX?% 8.00% 6.00?? 109.62 

K Share N P K Worm 

(’?4) 

2% 75.76 1.52 3.03 1.52 75.76 

0?4 7.50 3.45 O.ci) 0.00 22.88 

0% 0.00 0.00 0.00 O.rxl 0.00 

o% 9.38 1.03 4.97 0.00 38.93 

61% 7.36 0.00 0.00 4.49 9.94 

l(X).00 6.00?? 8.CQ?A 6.00% 147.50 

Srrormc NP K Share N P K Wonne 

(%) 

2% 4% 2% 75.76 1.52 3.03 1.52 113.64 

46% o?? o% 7.50 3.45 0.00 0.00 22.88 

40% o% o?? o.(x) 0.00 0.00 0.00 0.00 

11% 53% o% 9.38 1.03 4.97 0.00 38.93 

o?? 033 61% 7.36 0.00 0.00 4.49 9.94 

100.00 6.00?? 8.00% 6.00% 185.38 

Worm N P K Share N P K S/Tome 

(%) 

PCM 200 2% 4% 2% 75.76 1.52 3.03 1.52 151.52 

urea 305 46Y* o?? o?? 7.50 3.45 0.00 0.00 22.88 

Pcu 900 4(M o% 0% 0.00 0.00 0.00 0.00 0.00 

MAP 415 11% 53% 0% 9.38 1.03 4.97 0.00 38.93 

POtadr 135 o% o?? 61% “ 7.36 0.00 O.(K3 4.49 9.94 

--— —. ——- -.—. —.— — ——- — 

Total 100.00 6.00?? 8.0034 6.00!A 223.26 

w N 

5.24 

Qwik 

N 

5.24 

w N 

5.24 

y 

5.24 

slow Total 

N 

0.76 

slow 

N 

0.76 

slow 

N 

0.76 

N 

6.CQ 

Totnl 

N 

6.00 

Total 

N 

6.00 

slow Total 

N 

0.76 

N 

6.00 

Worm S/20 KG S/lb N 

—.. .—— — 

RIW Matl 109.62 2.19 

Blcn@ag,OH 55.00 1.10 

Trrqort.atioiI 25.CQ 0.50 

Del. to Dealer 189.62 3.79 

Dealer MiulLup 189.62 3.79 

-— — 

Scuiig Price 404.24 8.08 3.06 

V’fonne S120 KG S/lb N 

ROWMntl 147.50 2.95 

Bkr@ag,OH 55.00 1.10 

Tranapmtation 25.00 0.50 

Del. torkakr 227.50 4.55 

Dealer Markup 227.50 4.55 

--— — 

sellingPrice 480.00 9.60 3.63 

SfkiIQe S/20 KG S/lb N 

Raw Mat’1 185.38 3.71 

Bknd$ag, OH 55.00 1.10 

Transpwtation 25.00 0.50 

.-— — 

Del. 10Dc6kr 265.38 5.31 

Dealer Maricup 265.38 5.31 

—.———— 

sellingPrice 5S5.76 11.12 4.20 

—.-.. —— 

Worm S120 KG S/lb N 

——— — 

Raw Matl 223.26 4.47 

Blend$ag, OH 55.00 1.10 

Trampmarioo 25.00 0.50 

—-. — 

Del. to Dcnlcr 303.26 6.07 

De&r Marhp 303.26 6.07 

— —— 

selling Price 631.52 12.63 4.78 

II-3 Zbeetno#Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix II - Retail Price E.wimates 

MEDIUM RANGE PRODUCT - (18-6-12) A 

Sfronnc NP K Marc N P K Wcmne 

(Y.) 

PCM 50 

urea 305 

Pcu 900 

MAP 415 

POlaall 135 

— 

Total 

2Ya 4% 2% 33.21 0.66 1.33 0.66 16.61 

46% w. w. 10.22 4.70 0.00 0.00 31.17 

m% 0% Wa 29.17 1I.67 0.00 0.00 262.53 

11% 53% w, 8.82 0.97 4.67 0.00 36.60 

w. 0% 61% 18.58 0.00 0.00 11.33 25.08 

100.00 18.00% 6.00% 12.00% 371.99 

S/ktrne N P K share ‘N P K VTonnc 

PCM 100 2Ye 

urea 305 46Y. 

Pcu 900 40% 

MAP 415 1l% 

POtaab 135 w. 

(%) 

4Y* 2% 33.21 0.66 1.33 0.66 33.21 

W* w. 10.22 4.70 0.00 O.w 31.17 

w. O?? 29.17 11.67 0.00 0.00 262.53 

53% w. 8.82 0.97 4.67 0.00 36.60 

o% 61% 18.58 0.00 0.00 11.33 25.08 

Total 100.00 18.00?? 6.00% i2.00?A 388.60 

S/hnnc N P K Share N 

PCM 150 2Y* 

urea 305 46% 

Pcu 900 4wa 

MAP 415 1l% 

Potaalr 135 w. 

..—. 

Total 

(%) 

4% 2% 33.21 0.66 

wl w* 10.22 4.70 

o?? 0?? 29.17 11.67 

53% o% 8.82 0.97 

1.33 0,66 49.82 

Om 0.00 31.17 

0.00 O.@ 262.53 

4.67 0.00 36.60 

—- 

w* 61% 18.58 0.00 0.00 11.33 25.08 

— ---- -—---- -—---- —------ -------llW.00 

18.00% 6.00?? 12.00?? 405.20 

S/Tome N P K Share N P K QTonnc 

(%) 

PCM 2W 2Y9 4Y* 2% 33.21 0.66 1.33 0.66 66.42 

urea 305 46% 0% 0% 10.22 4.70 0.00 0.00 31.17 

Pcu 900 4W. w. O% 29.17 11.67 0.00 0.00 262.53 

MAP 415 11% 53% 0% 8.82 0.97 4.67 0.00 36.60 

Polaah 135 Wo o% 61% 18.58 0.00 0.00 11.33 25.08 

—- —. —~- -—- ——-- ~ . —.—. -.— 

Total 100.00 18.00?? 6.00?? 12.00% 421.81 

w N 

6.00 

y 

6.00 

y 

6.00 

Qy 

6.(M3 

slow 

N 

12.00 

slow 

N 

12.00 

slow 

N 

12.00 

slow 

N 

12.W 

Wonnc S/20 KG S/lb N 

Toral —— —.— — 

N Raw Md 371.99 7.44 

18.00 Blend&a& OH 55.00 1.10 

Truupdatioo 2s.00 0.50 

Total 

N 

18.00 

Total 

N 

18.00 

Total 

N 

18.00 

DcLtolkakr 451.99 9.04 

Dula Markup 451.99 9.04 

—— 

SdliItg price 928.98 18.58 2.34 

—— 

~onnc 

—— 

S/’20KG S/lb N 

. 

Raw Matl 388.60 7.77 

Bkn6&& OH 55.00 1.10 

Tranapm600 25.00 

—— 

0.50 

DcL to Dealer 468.60 9.37 

Dealer Marklrp 468.60 

—— 

9.37 

selling Price %2.19 19.24 2.42 

—— 

Wonne 

—— 

S/20 KG S/lb N 

— 

Raw Mat! 405.20 8.10 

BkndJ3a& OH 55.00 1.10 

Tranapdation 25.OU 

—— 

0.50 

Del. 10Dealer 485.20 9.70 


-.-— —— 

Sdliig Price 995.40 19.9I 2.51 

Wonne SC20KG S/lb N 

—— —— . 

Raw Matl 421.s1 8.44 

Blen&Bag,OH 55.00 1.10 

Trarqmrtation 25.(Y3 0.50 

.— .— 

DcLto Dealer 501.81 10.04 

waler Markilp 501.81 10.04 

—— 

Sdhig Price 1028.61 20.57 2.59 

II-4 Zbeetnoff Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix II- Retail Price Ertimates 

UPPER END RANGE - (25-3-7) A 

~onnc N P K Share N P K ~onnc 

(%) 

PCM 50 2% 4% 2% 27.80 0.56 1.11 0.56 13.90 

urea 305 46% o% 0% 13.75 6.33 0.00 0.00 41.94 

Pcu %0 40% o% WC 44.3 I 17.72 O.(XI 0.00 398.79 

MAP 415 1 i% 53% w, 3.57 0.39 1.89 0.00 14.82 

POmh 135 o% w. 61% 10.57 0.00 0.00 6.45 14.27 

—— —— —— —— 

Total 100.00 25.W% 3.00% 7.W?? 483.71 

Worm N P K Share N P K Wonne 

(%) 

PCM 100 2YW 4Y* 2% 27.80 0.56 1.11 0.56 27.80 

Um 305 46% w, 033 13.75 6.33 0.00 0.00 41.94 

Pcu 900 40% 0% 0% 44.31 17.72 0.00 OJX) 398.79 

MAP 41s I 1% 53Y* o’% 3.57 0.39 1.89 0.00 14.82 

POkh 135 w* w* 61% 10.57 0.00 0.00 6.45 14.27 

—— ——. —.— -— —--- 

Totd 100.00 25.00% 3.00?? 7.OW 497.6 I 

Worurc N P K Share N P K Wmne 

(%) 

PCM 150 2% 4% 2% 27.80 0.56 1.1I 0.56 41.70 

urea 305 46% W. w* 13.75 6.33 0.00 O.co 41.94 

Pcu 930 40?? We w* 44.31 17.72 0.00 0.00 398.79 

MAP 415 11Y8 53% O% 3.57 0.39 1.89 0.00 14.82 

POradl 135 o?? o?? 61% 10.57 0.00 0.00 6.45 14.27 

—— — —. ——.. .—— — .——.. ——-- 

Total lMI.00 25.00?? 3.00% 7.00% 511.51 

Wonne N 

PCM 200 2% 

urea 305 46% 

Pcu 903 4we 

MAP 415 11% 

PotJsh 135 O% 

—— 

TotrII 

P K Share 

(’??) 

N 

4% 2% 27.80 0.56 

o?? W* 13.75 6.33 

o?? 0?? 44.3 I 17.72 

53% o?? 3.s7 0.39 

o% 61% 10.57 0.00 

1.11 0.56 55.60 

0.00 O.CQ 41.94 

O.CH) 0.00 398.79 

1.89 O.IX 14.82 

0.00 6.45 14.27 

..-— —— ——. ——. —— —-—- —----- 

100.00 25.00?’? 3.oo% 7.(20?4 525.41 . . . . 

P 

Qwik Slow Total 

NNN 

7.m 18.00 25.00 

Qwii Slow Total 

NNN 

7.00 18.W 25.00 


NNN 

7.00 18.00 25.00 


NNN 

7.00 18.00 25.00 

S/Toonc SL20KG S/lb N 

—— —— .- 

Rr4wMatl 483.71 9.67 

BknriJ3ag. OH 55.00 1.10 

TrampmwioiI 25.00 0.50 

—- — 

Del. to Dealer 563.71 I 1.27 

Lkakr Mukup 563.71 11.27 

—- — 

5Cti8 ~CC 1152.43 23.05 2.09 

~onnc S/20 KG S/lb N 

——— —— — 

Raw Matl 497.61 9.95 

BlmdJ3a~ OH 55.00 1.10 

Trmqmrtdiai 25.00 0.50 

—— 

DcLto De&r 577.61 11.55 

Dealer Malkllp 577.61 11.55 

—— 

selling price 1180.23 23.60 2.14 

~omnc S/20 KG S/lb N 

—— ——. — 

fiW Md 511.51 10.23 

Blenr@a& OH 55.00 1.10 

Trmprtation 25.00 0.50 

—— 


De&r MarImp 591.51 11.83 

— .— 

selling Price 1208.03 24.16 2.19 

Wonne S/20 KG S/lb N 

.—— — —c — 

Raw Matl 525.41 10.51 

Blend&g, OH 55.00 1.10 

Tranqmrmim 25.00 0.50 

Del. 10Dealer 605.41 12.11 

Dealer Marlolp 605.41 1211 

—— 

SdliOg Priffi 1235.83 24.72 2.24 

11-5 Zbeetnof Consulting, 1995

Pelleted and Crumbled. ComDosted Poultrv Manure ADDt?ndh II - Retail Price EWimates 

LOW END PRODUCT - (6-84) B 

PCM 50 5% 

Uru 305 46%’* 

Pcu 903 40% 

MAP 415 11% 

POtA$h 135 0% 

P K Share N 

(%) 

4% 4% 85.42 4.27 

o% m 1.70 0.78 

0?4 0’% 0.00 0.00 

53% 0% 8.65 0.95 

O% 61% 4.23 0.00 

P slow Tord 

3.42 

O.CKI 

o.(x) 

4.58 

o.tn3 

lIX).00 6.00% 8.00% 

3.42 42.71 

0.00 5.19 

0.00 0.00 

0.00 35.90 

2.58 5.71 

—— 

6.00% 89.50 

Wcanc N P K Share N P K Wonne 

(%) 

PCM 100 5% 4% 4% 85.42 4.27 3.42 3.42 85.42 

urea 305 46% 0% o% 1.70 0.78 0.00 0.00 5.19 

Pcu 900 40?? 0?? r)A O.al O.IM 0.00 0.00 0.00 

MAP 415 11% 53% o% 8.65 0.95 4.58 0.00 35.90 

Potash 135 o% o% 61% 4.23 0.00 0.00 2.58 5.71 

.—.. . .. . — .— _ _ _ _ 

Total 1OO.(X36.00% 8.00%, 6.00% 132.21 

Wonne N P K Share 

(’??) 

N P K S/Toone 

PCM 150 5% 4% 4% 8S.42 4.27 3.42 3.42 128.13 

wed 305 46% o?? o% 1.70 0.78 0.00 0.00 5.}9 

Pcu 900 40?? o?? o% 0.00 0.00 0.00 0.00 0.00 

MAP 415 II% 53% o?? 8.65 0.95 4.58 0.00 35.90 

POtasll 13s o% PA 61% 4.23 0.00 0.00 2.58 5.71 

—---- —. —. —.. — —. ~. _ —.. 

Total 100.00 6.00% 8.OW 6.00% 174.92 

PCM 200 5% 

urea 305 46% 

Pcu 900 40Y, 

MAP 415 11% 

POtssh 135 o% 

—- 

Total 

P K Share N P K ~oonc 

w) 

4% 4% 85.42 4.27 3.42 3.42 170.84 

0?’? o% 1.70 0.78 0.00 0.00 5.19 

o% o?? 0.00 0.00 0.00 0.00 0.00 

53% o% 8.65 0.95 4.58 O.CW 35.90 

@v 61% 4.23 0.00 0.00 2.58 5.7I 

—-— —— ——. —. ,— _ ----- 

100.tXl 6.00% 8.00% 6.00% 217.63 

w N 

3.87 

w N 

3.87 

CMk 

N 

3.87 

N 

2.14 

N 

6.(x3 

slow Total 

N 

2.14 

N 

6.00 

slow Total 

N 

2.14 

slow 

N 

2.14 

N 

6.00 

Total 

N 

6.00 

Worurc S/20 KG S/lb N 

—.- — —. .-.— —. 

Raw MIItl 89.50 1.79 

BladJ3aLL OH 55.00 1.10 

Tmnspatatioo 25.00 

—— 

0.50 

Del to Dealer 169.50 3.39 

De&r Muinlp 169.50 

—— 

3.39 

sellingRice 364.01 7.28 2.75 

S.Tonoc S/20 KG S/lb N 

——.. —— —- 

Raw Matl 132.21 2.64 

BladJ3a& OH 55.00 1.10 

Tmspmtdioo 25.00 

—— 

0.50 

Del. to Dcdcr 212.21 4.24 


— —- 

Scuiig price 449.43 8.99 3.40 

——- 

~oanc 

—— 

S/20 KG S/lb N 

-— 

fiW Matl 174.92 3.50 

BlerdJlag, OH 55.00 1.10 

Trm.qmrtatkii 2s.00 0.50 

—— —— 



— ——- 

Sdlirlg Price 534.85 10.70 4.04 

~ome S’20KG S/lb N 

hW Md 217.63 4.35 

BlenriJ3ag.OH 55.00 1.10 

Traosporlatioo 25.00 0.50 

—— — 

Del. to Dealer 297.63 5.95 

De&f Wp 297.63 5.95 

—- —- 

Sdling Price 620.27 12.41 4.69 

II-6 Zbeetno~ Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix II- Retail Pn”ceEWimates 

MEDIUM RANGEPRODUCT - (18-6-12) B 

Worm N P K Share N P K ~onnc 

(’%) 

PCM 50 5% 4Ye 4% 37.73 1.89 1.51 1.51 18.87 

UIU 305 46% 0% O% 8.% 4.12 0.00 0.00 27.33 

Pcu 900 40?A 0% O% 27.64 11.06 O.(X3 0.00 248.76 

MAP 415 I 1% 53% o% 8.47 0.93 4.49 O.co 35.15 

Pot8sb 135 0% Wo 61% 17.20 0.00 0.00 10.49 23.22 

—— ——. —— ——— 

T&al 100.00 18.00% 6.LMI%12.00% 353.32 

Sfkme N P K Share 

(’%) 

N P K =Onrre 

PCM 100 5% 4% 4% 37.73 1.89 1.51 1.51 37.73 

urea 305 46% o?? O% 8.% 4.12 0.00 0.00 27.33 

Pcu 900 40?? o% 0% 27.64 11.06 0.00 0.00 248.76 

MAP 415 11% 53% w* 8.47 0.93 4.49 0.00 35.15 

POwh 135 o% 

——— 

WA 61% 17.20 0.00 0.00 10.49 23.22 

— —.— — .— —— —.- 

Total 1CU3.0018.00% 6.00% 12.00% 372.19 

Wonnc N P K Share N P K ~oonc 

(33) 

PCM 150 s% 4% 4% 37.73 1.89 1.51 1.51 56.60 

urea 305 46% o% O% 8.% 4.12 0.00 0.00 27.33 

Pcu 900 40?? o% (M 27.64 11.06 0.00 0.00 248.76 

MAP 415 II% 53’?4 o?? 8.47 0.93 4.49 O.ca 35.15 

POmb 135 o% o’?? 61% 17.20 0.00 0.00 10.49 23.22 

——- -------- —-... — .— — — ——- -..—-.. 

Total 100.00 18.00?? 6.00% 12.(XM 391.05 

Worm N P K Share N P K SfToonc 

(%) 

PCM 200 5Y* 4% 4% 37.73 1.89 1.51 1.51 75.46 

Urea 305 46% o% O?? 8.% 4.12 0.00 0.00 27.33 

Pcu 900 40% o% 0% 27.64 1I.06 0.00 0.00 248.76 

MAP 415 lIY, 53% o?? 8.47 0.93 4.49 O.CQ 35.15 

POmb 135 o% o?? 61% 17.20 O.@l 0.00 10.49 23.22 

--—— ..--— —— —— — — —. —-- 

Total 100.00 18.00% 6.00% 12.00% 409.92 

slow 

N 

12.00 

slow 

N 

12.00 

Qy slow 

N 

6.00 12.00 

Q@ slow 

N N 

6.CQ 12.CQ 

Total 

N 

18.00 

T&d 

N 

18.00 

Tdal 

N 

18.00 

Total 

N 

18.00 

Sflmoc S/20 KG S/lb N 

Raw Matl 353.32 7.07 

BlmdJla& OH 55.00 1.10 

Trmqmruh 25.00 0.50 

—— 


Dealer M&rkllp 433.32 8.67 

—— 

selling price 891.65 17.83 2.25 

~amc S/20 KG S/lb N 

—— —— —- 

Raw Matl 372.19 7.44 

BlendJ3a~ OH S5.00 1.10 

Trmsprxtatioo 2s.lxl 

—— 

0.50 


Dealer Markup 452.19 

—— 

9.04 

selling price 929.38 18.59 2.34 

S/hone S/’20KG S/lb N 

—— —— — 

Raw Matl 391.05 7.82 

BlerM.IJ3a~OH 55.(KI 1.10 

Trmpmtatioo 25.oo 0.50 

-— —-. 

Del. 10waler 471.05 9.42 

Dealer MarklJp 471.05 9.42 

— —-- 

Sdlig price %7.1 1 19.34 2.44 

SKormc SROKG S/lb N 

RAWMatl 409.92 8.20 

BkndJ3ag OH 55.00 1.10 

Trmspmatioo 25.00 0.50 

— —- 

Dd. to De&r 489.92 9.80 

De&r MdUp 489.92 9.80 

— —-- 

Sdliog Price 1004.84 20.10 2.53 

11-7 Zbeetno~ Consulting, 1995

Pelleted and Crumbled, Composted Poidtry Manure Appendix II - Retail Price Estimates 

UPPER END RANGE - (25-3-7) B 

WOMC N P K Share N 

PCM 50 5% 

urea 305 46Ye 

Pcu 900 40% 

MAP 415 11% 

POmb 135 o% 

Total 

w-) 

4% ‘4”% 31.57 1.58 

o% o?? 12.72 5.85 

o% o% 43.03 17.21 

53% o% 3.28 0.36 

o% 61% 9.40 0.00 

100.00 25.m% 3.00% 

P K Sfhrm slow 

1.26 1.26 15.79 

0.00 0.00 38.80 

0.00 0.00 387.27 

1.74 0.00 13.61 

0.00 5.73 12.69 

—. 

7.a3% 468.15 

SKonrIC N PKSharCNP K Wonnc 

(%) 

PCM 100 5% 

urea 305 46% 

Pcu 900 40Y9 

MAP 415 11% 

Potash 135 w* 

Total 

4% 4% 31.s7 1.58 1.26 1.26 31.57 

w. O?? 12.72 5.85 O.rX) 0.00 38.80 

w. O% 43.03 17.21 0.00 OSM) 387.27 

53% w* 3.28 0.36 1.74 0.00 13.61 

w. 61% 9.40 0.00 0.00 5.73 12.69 

100.00 25.00% 3.OWa 7.00’% 483.94 

W1’oorw N P K Share N P K SKOMC 

PCM 150 5% 

Ures 305 46% 

Pcu 900 40% 

MAP 415 11% 

Potaah 135 we 

—.. 

Total 

(’W 

4% 4% 31.57 1.5s 1.26 1.26 47.36 

o?? O% 12.72 5.85 0.00 0.00 38.80 

o% O% 43.03 17.21 0.00 0.00 387.27 

53% 0?? 3.28 0.36 1.74 0.00 13.61 

w* 61% 9.40 0.00 0.00 5.73 12.69 

—- .--- —---— — — — — 

100.00 25.00% 3.~0 7.009” 499.72 

Stbruw N P K Share 

(Y.) 

N P K ~tmne y 

PCM 200 5% 4% 4% 31.57 I.5s 1.26 1.26 63.14 7.00 

urea 305 46Y9 we o?? 12.72 5.85 0.00 0.00 38.80 

Pcu 900 4W* o?? o?? 43.03 17.21 0.00 0.00 387.27 

MAP 415 11% 53% o?? 3.28 0.36 1.74 0.00 13.61 

Potaah 135 w* w* 61% 9.40 0.00 0.00 5.73 12.69 

—- —— -— ..-. --.-— — -— -— 

Total 100.00 25J30% 3.00?? 7.00% 515.51 

y 

7.00 

N 

18.00 

slow 

N 

18.00 

slow 

N 

18.00 

slow 

N 

18.(M 

Total 

N 

25.00 

Total 

N 

25.W 

Total 

N 

25.00 

Total 

N 

25.00 

.-.. — 

$tTonne MO KG $/lb N 

—— — 

Raw Mat’1 468.15 9.36 

Blen@ag, OH 55.00 I.lo 

Trans@alioo 25.00 

.— 

0.50 

DcL to Dealer 548.15 10.% 

Dcalff Markop 548.15 

—— 

10.% 

Sdlirlg price 1121.31 22.43 2.03 

S/hnocS/20KGtib N 

—— —— 

Raw Matl 483.94 9.68 

BlendJ3a&OH 55.00 Llo 

Trmapmtiorr 25.00 0.50 

—— 

Del. to Dedel 563.94 11.28 

Lkakr Markrlp 563.94 11.28 

-~ — 

selling Price 1152.88 23.06 2.09 

Sfhrnc S120KG S/lb N 

—— —— 

Raw Matl 499.72 9.99 

BlerxiJ3a&OH 55.00 1.10 

Tranaprtation 25.00 0.50 

— —- 

DCLto Dealer 579.72 11.59 

Dealer Markup 579.72 

.— 

11.59 

Sdliig Pria 1184.45 23.69 2.15 

-—-—— 

Uhure 

—— 

5t20KG S/lb N 

— 

Raw Matl 515.51 10.31 

Blcnd,Bag. OH 55.00 1.10 

Tranaprtatkt 25.00 0.50 

—- .— 

Del. 10Dealer 595.51 1L91 

Dealer MarkUp 595.51 

—— 

11.91 

Scuiog Plix 1216.02 24.32 2.21 

II-8 Zbeetno# Consulting, 1995

Pelleted and Crumbled, Composted Pouloy Manure Appendix II- Retail Price Estimates 

LOW BND PRODUCT-(6-8-6) L_me Filler 

~onnc N P K Share N P K ~onnc 

(%) 

Lmtme 40 o% o’?? 0?? 6S.62 0.00 0.00 0.00 26.25 

Uru 305 46% 0% 0?4 9.44 4.34 0.00 0.00 28.79 

Pcu $mo 40%0% 0’% 0.00 0.00 0.00 0.00 0.00 

MAP 415 11% 53% o% 15.10 1.66 8.00 O.Oil 62.67 

PotAdl 135 o% o% 61% 9.84 0.00 0.00 6.00 13.28 

— — —. —.- —---- — ——— --— 

Total 100.00 6.00% 8.00’?? 6.00’% 130.99 

UPPER END RANGE - (25-3-7) CMOlaFiller 

Woaoe N P K Share N P K ~onnc 

(YA) 

Canoh 350 5% 1% 1% 28.15 1.41 0.28 0.28 98.52 

urea 305 46% o?? O?? 12.45 5.73 0.00 O.rx 37.97 

Pcu 900 40% w. O’% 43.25 17.30 0.00 0.00 389.25 

MAP 415 I 1% 53% o% 5.13 0s6 2.72 0.00 21.29 

POudl 135 0% w 61% 11.02 0.00 0.00 6.72 14.88 

— — -— ——. ------- —---- —.- — 

Total 100.00 2S.W? 3.00% 7.00% 561.91 

~onnc S/20 KG S/lb N 

Qwik Slow Total —-- -— —— — — 

NNN Raw Ms(’1 130.99 2.62 

6.cNI 0.00 6.00 Ble0d,Ba8,OH 55.00 1.10 

Tramportatiorr 25.00 0.50 

Del. toDcdkr 210.99 4.22 

Dealer MarLwp 210.99 4.22 

Sdlirlg Price 446.98 8.94 3.38 

Qwik Slow Total ..— —— —.— — 

NNN RawMat’1 561.91 11.24 

7.00 18.00 25.00 BkudJ3a&OH 55.(X3 1.10 

Tranqxxtatioo 25.00 0.50 

DcLto Dealer 641.91 12.84 

Desk tip 641.91 12.84 

—— 

~1k8 Price 1308.83 26.18 2.37 

11-9 Zbeetnq$ Corwlting, 1995

Pelleted and Crumbled, Composted Poultv Manure Marketing Research Repon 

APPENDIX III 

LIST OF CONTACTS 


Pelleted and Crumbled, Composted Poultry Manure Appendir III- List of Contacts 

LIST OF CONTACTS 

1. 

2. 

3. 

4. 

5. 

6. 

7. 

8. 

9. 

10. 

11. 

12 

13. 

14. 

15. 

16. 

17. 

18. 

19. 

20. 

21. 

22. 

23. 

24. 

25. 

26. 

27. 

28. 

29. 

30. 

31. 

APPENDIX III 

AgAccess. Davis, California. 

Agrico Sales Ltd. Victoria, BC Mr. StephenEng. 

Agrico Sales Ltd. Delta, BC Mr. Dave Gingrich, Vice President and General Manager. 

Agriculture and Agri-Fcmd Canada. Agassiz Research Station. Animal Waste Mgnt. 

Agassiz, BC. Dr. John Paul. 

Agriculture and Agri-Food Canada. SummerlandResearch Station. Mr. Gerry Neilson. 

Agriculture and Agri-Food Canada. Plant Industry Directorate. Ottawa. Ms. Suzanne 

Fortin. 

Amsterdam Greenhouse and Garden Centre. Pitt Meadows, BC. Ms. Liddy Koch. 

Aircomp Engineering. Aldergrove, BC. Mr. Horst Romani. 

Art Knapp’s Plantland. 4391 George Highway. Surrey, BC. 

Associationof AmericanPlant Food Control Officials. Raleigh, North Carolina. Mr. Joel 

Padmore. 

Bio Gro Products. Astoria, Oregon. Mr. Russ Farmer. 

Borden Mercantile. Borden Street. Victoria, BC. 

BC Golf Association. Vancouver, BC. 

BC Nursery Trades Association. Clover&de, BC. 

BCMAFF. Cloverdale, BC. Mr. Jim Alcock. 

BCMAFF. Abbotsford, BC. Mr. Geoff Hughes-Games. 

BCMAFF. Abbotsford, BC. Ms. Christine Koch, GreenhouseIndustry Specialist. 

BCMAFF. Abbotsford, BC. Ms. Hanna Mathers, Nursery Industry Specialist. 

BCMAFF. Abbotsford, BC. Mr. Stewart Paulson, Poultry Specialist. 

BCMAFF. Abbotsford, BC. Mr. Dave Sands. 

BCMAFF. Victoria, BC. Ms. Gunta Vitins, Food Industry Branch. 

Bucketilelds. Keating Cross Road. Victoria, BC. 

BurnabyParks and Recreation.Burnaby,BC. HorticulturalDept. Mr. Darrell Bumey, Mr. 

Ken Srnibert. 

Bumaby Engineering Department. Bumaby, BC. Mr. Ralph Bishoff. 

Canadian Tire. Island Highway. Victoria, BC. 

Cannor Nurseries Ltd. Chilliwack, BC. Mr. John Mathies. 

Cannor Nurseries Ltd. Elk Lake Drive. Victoria, BC. 

Cedar Hill Golf Club. -Victoria, BC. Mr. Keith BarWick,Superintendent. 

CIC Canola Industries Canada, Inc. Nlsku, Alberta. Mr Alex Gnutel. 

Coast-Agri Farm and Hardware Supply. Abbotsford, BC Mr. Stan Loewen. 

Dawson Seed Co. Cloverdale, BC Mr. Syd Pickerell. 

m -1 Zbeetno# Consulting, 1995

Pelleted and Crumbled, Composted Pouloy Manure Appendix III - List of Contacts 

32. 

33. 

34. 

35. 

36. 

37. 

38. 

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40. 

41. 

42. 

43. 

44. 

45. 

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47. 

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52. 

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55. 

56. 

57. 

58. 

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60. 

61. 

62. 

63. 

64. 

65. 

66. 

67. 

Dynamic Lifter. Danville, Alabama. Mr. Robert Clark. 

Elk Lake Garden Centre. Pat Bay Highway. Victoria, BC 

Esquimalt Parks and Recreation. Victoria, BC Mr. Jack Boutilier, Manager. 

GardenWorks. BlenkinsopRoad. Victoria, BC 

Green Drop Lawn Care. Calgary, Alberta. Mr. John Robinson. 

Green Valley Fertilizer. Abbotsford, BC Mr. Chuck Mouritzen. 

Harmony Products Inc. Chesapeake, Virginia. Mr. Mark Mucun. 

Howe Co. (Division of Con Agra), Minneapolis, Minnesota. Dr. Paul Kreske. 

Integrated Fertility Management. Wenatchee, WA. Mr. Phil Unterschutz. 

Integrity Sales and Distributors. Victoria, BC Mr. Dwight Pennell. 

International Fertilizer Development Center (IFDC), Muscle Shoals, Alabama. 

Koco Garden Centre. 16th Avenue. Surrey, BC 

Massachusetts Dept. of Food and Agriculture. Mr. Tim Alacata, Comporting Specialist. 

Morning Fresh Egg Farms. Denver Colorado. Mr. Mike Hoops. 

National Comporting Council. Washington, DC Mr. Randy Monk, Director. 

National Gardening Association. Burlington, Vermont. Mr. Bruce Buttetileld. 

Ocean Park Nurseryland. 128th Street. Surrey, BC 

Professional Lawn Care Association. Mr. Tom Delaney. 

Ringer Fertiker Co., Eden Prairie, Minnesota. Mr. Scott Boutelier. 

Rodale Press Inc. Emmaus, Pennsylvania. Mr. Bob Martin. 

Saanich Parks and Recreation. Saanich, BC Mr. Ron Carter, Supervisor, Horticultural 

Operations. Mr. Mike Lesku, Supervisor, Fields. 

Statistics Canada. International Trade Division. Ottawa. Ms. Jocelyn Elibani. 

Statistics Canada. Vancouver, BC Mr. Francois Page. 

Stutsman Farms. Cambie, Oregon. Mr. Doug Stutsman. 

Sustane Corporation. Cannon Falls, Minnesota. Mr. Craig Holden, President. 

Tennessee Valley Authority. Muscle Shoals, Alabama. Mr. George Jones. 

The Answer Garden, Aldergrove, BC Mr. Richard Chase, President. 

The Fertilizer Institute. Washington, DC 

The Home Depot. King George Highway. Surrey, BC 

Triple Tree Nurseryland. Maple Ridge, BC Mr. Tom Vanderpauw. 

USDA Agricultural Research Service. Raleigh, North Caroliia. Dr. Charles Safley. 

Vancouver Parks Board. Vancouver, BC Mr. Ron Caswell, Supervisor, Grounds 

Maintenance. 

Universityof BritishColumbia. Plant Science Dept. Pacific Turfgrass Research Program. 

Mr. Brian Hell. 

Van VlotenNurseriesLtd. Pitt Meadows, BC Mr. Eelco De Zwaan, Production Manager. 

Virginia Dehydrating Inc. Harrisburg, Virginia. Mrs. Bill Long. 

Washington State Department of Agriculture. Organicprogram. Mr. Tim Batiste. 

III -2 Zbeetnq$ Consulting, 1995

Pelleted and Crumbled, Composted Poultry Manure Appendix III - List of Contacts 

68. West Virginia University. College of Agriculture and Forestry. Dr. Alan Collins 

69. Western Canada Fertilizer Association. Mr. Don McLean. 

70. Van Isle Bricklok and Landscape Supplies. Van Isle Way. Victoria, BC 

71. Xenios Dutch Growers. Pitt Meadows, BC Mr. Arnold Dreef. 

III -3 Zbeetno# Consulting, 1995

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